Podcasts about Larry Levine

Mark Cox is the Founder of In the Funnel Sales Coaching and one of the most trusted voices in B2B sales leadership. With over 20 years of experience leading complex sales and building high-performance teams, Mark is on a mission to elevate the sales profession through integrity, process, and repeatable strategies. His no-fluff, practical approach empowers professionals to build trust, close more business, and fall in love with selling again.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mark Cox, founder of In the Funnel Sales Coaching and author of Learn to Love Selling. Together, they explore what it really takes to build a successful, heart-centered sales career. Mark shares why authenticity matters more than ever and explains how cultivating a growth mindset, lifelong learning, and a consultative approach creates lasting success. Through personal stories and real-world tactics, this conversation equips sales professionals to confidently navigate change and connect more deeply with clients.KEY TAKEAWAYSAuthenticity in Sales – Showing up as your true self builds credibility and trust with clients.Always Be Learning – Growth-minded salespeople thrive by consistently improving their skills and knowledge.Consult, Don't Just Close – Reframe your role from “seller” to “trusted advisor” to deepen value.Reframe the Challenge – Changes in the market are chances to offer fresh solutions.Personalized Outreach Matters – Research and preparation elevate your sales conversations. HIGHLIGHT QUOTES“We have to be learn-it-alls, not know-it-alls.”“Sales is a noble profession, and that's why I'm glad you wrote this book, Learn to Love Selling.”“These just can't be words. If you're going to use ‘trusted advisor,' you have to back it up.”“You may be selling the same product, but the problem is different—and the solution must be reframed.” 

Smarter Spending for Bigger Profits with Larry Levine of P3 Cost AnalystsIn this episode of The Thoughtful Entrepreneur, host Josh Elledge talks with Larry Levine, Business Owner and Expense Reduction Consultant at P3 Cost Analysts. With decades of experience helping organizations reduce indirect expenses, Larry shares expert insights on cost-saving strategies that every business owner should be applying—especially in today's economy. If you want to boost your bottom line without generating more revenue, this episode is for you.From Mountain Trails to Margin Gains: Why Preparation MattersLarry starts the conversation on a light note—recounting his hiking adventures, including a trip to the Dolomites in Italy. His love of hiking isn't just a hobby; it parallels his approach to business: prepare, acclimate, and execute with intention. Just like you wouldn't climb a mountain without a plan, Larry emphasizes that business owners need a clear strategy for managing and optimizing expenses.That preparation becomes even more important when dealing with indirect costs—like utilities, telecom, waste management, and property taxes—that many business owners mistakenly treat as fixed. Larry encourages entrepreneurs to shift their mindset: many of these costs are negotiable, and reducing them can significantly impact overall profitability.His firm, P3 Cost Analysts, helps business owners uncover savings through a thorough discovery and audit process. And the best part? Their services are contingency-based—you only pay if savings are identified.About Larry LevineLarry Levine is an Expense Reduction Consultant with over 35 years of industry experience across high tech, home care, and indirect spend consulting. He has worked with individuals, SMBs, and Fortune 100 executives, delivering expense reduction strategies that improve mid-line cost controls and bottom-line profitability. Larry's nationwide clients span a wide range of industries including healthcare, manufacturing, real estate, restaurants, education, and hospitality. Outside of work, he's an avid hiker, mountain and road biker, and passionate foodie.About P3 Cost AnalystsP3 Cost Analysts is a national cost reduction consulting firm specializing in uncovering hidden savings in areas like waste management, telecom, utilities, property taxes, and more. Since 1991, P3 has helped thousands of clients—from healthcare and hospitality to retail and franchise groups—optimize expenses and increase profitability. Their contingency-based model means you only pay when you save.Links Mentioned in this Episode:Larry Levine on LinkedInP3 Cost Analysts WebsiteEpisode Highlights:Why businesses should prioritize managing expenses as much as revenueWhich indirect costs (like utilities and waste) are most negotiableHow P3 Cost Analysts delivers results without upfront feesReal-world savings: How one client cut waste expenses by 75%The steps of an effective cost audit—from discovery to implementationConclusionLarry Levine offers a masterclass in proactive expense management—reminding business owners that profitability isn't just about growth; it's...

David Priemer, Founder of Cerebral Selling and former Salesforce VP of Commercial Sales, blends science and empathy to transform sales leadership. A bestselling author and Adjunct Lecturer, David's work has been featured in Harvard Business Review, Forbes, and more. Known as the “Sales Professor,” he brings over 20 years of high-growth leadership experience to the conversation.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by David Priemer, author of Sell the Way You Buy and founder of Cerebral Selling. Together, they explore the powerful intersection of emotion and authenticity in modern sales. David breaks down how buyer decisions are emotionally driven, even in B2B, and how sales professionals can tap into that by being human, intentional, and genuinely curious. With insights from neuroscience and psychology, David explains how the best sellers aren't pitch machines, but emotional architects who create memorable buying experiences rooted in trust. This episode is a masterclass on connecting with your buyer's heart before asking for their wallet.KEY TAKEAWAYSFeelings Drive Buying Decisions: Customers make purchases based on emotional resonance, not just logic or features.Authenticity Builds Trust: Selling with empathy and authenticity helps establish credibility and long-term relationships.The Buying Experience Is the Product: The way a client feels during the sales process often matters more than the product itself.Embrace Curiosity: Asking better questions helps uncover emotional motivators and deepens connection.Sales as Emotional Engineering: Top sellers shape the emotional narrative of the buying journey. HIGHLIGHT QUOTES"Selling from the heart means selling with humanity and authenticity.""What are people actually buying? It's feelings.""The experience is the product.""Whether you believe or you don't, your customers can tell."

Bill McCormick is a seasoned sales professional, social selling trainer, and host of the All Selling Is Social podcast. After launching a successful promotional products business with his wife Sue using digital tools like LinkedIn, Bill went on to found Digi Sales, a company focused on teaching authentic, relational sales through digital platforms. He is also the author of the forthcoming book The Social Selling Compass, and is passionate about helping sellers build trust and drive revenue through genuine, heart-centered connections.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Bill McCormick, co-founder of Digi Sales. The conversation centers around how sales professionals can authentically connect with prospects on LinkedIn. Bill discusses the dangers of antisocial behavior in social selling—like spamming and false platitudes—and offers powerful tips on how to build meaningful digital relationships. He also touches on the importance of inner work and maintaining a healthy heart to truly sell with authenticity. This episode is packed with practical advice and encouragement for embracing social selling with purpose and heart.KEY TAKEAWAYSAuthenticity Wins: Selling starts with sincerity. Be yourself and build real trust with buyers.LinkedIn with Purpose: Treat LinkedIn like a virtual networking room, not a billboard. Start conversations, not cold pitches.Customer-Centric Sales: Focus on serving, not selling. Understand your prospect's needs before offering solutions.Mindset Matters: A healthy heart and self-awareness are essential to selling from the heart.Avoid Antisocial Selling: Skip the spam and build relationships the right way—slowly, meaningfully, and respectfully.. HIGHLIGHT QUOTES“Out of the overflow of the heart, the mouth speaks.”“If you want to sell from the heart, you gotta have a good, healthy heart.”“Treat LinkedIn like a 24/7 networking room, engage authentically just as you would in person.”“Antisocial behaviors in digital sales include lying, mass spamming, and making false platitudes.”

Nicole Bianchi empowers leaders to make the Small Brave Moves® and have the Five Tough Talks® that prevent them from achieving the highest levels of communication, culture, productivity, and performance.With a robust background leading transformation in Fortune 500 environments, Nicole is a Master Certified Executive Coach, best-selling author, and NSA Certified Speaking Professional.Her powerful approach to transforming leadership and communication helps leaders foster cultures of authenticity and bravery. Nicole delivers high-energy keynotes, interactive workshops, and coaching that blend humor with deep insight, inspiring brave conversations that create real, lasting results.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Nicole Bianchi to discuss the power of bravery in sales conversations. Drawing from her latest book Five Tough Talks, Nicole outlines how leaders and sales professionals can courageously approach difficult discussions to build deeper trust, connection, and performance. She highlights the impact of transparency, feedback, and self-awareness, and shares tactical frameworks to navigate hard conversations while remaining aligned with authenticity. This episode is a masterclass in showing up with courage to strengthen relationships and drive results.KEY TAKEAWAYSBravery in Sales: True leadership and sales success come from having the courage to say what needs to be said—even when it's tough.Authentic Alignment: Being clear on values and client alignment helps attract the right opportunities and deepen impact.Communication Culture: Building a culture of feedback and candor leads to higher performance and fewer disconnects.The 5 Tough Talks®: Learn how Nicole's framework helps leaders initiate conversations around misalignment, performance, and communication gaps.Clarity and Curiosity: Curiosity, coupled with honest reflection, opens space for growth, connection, and greater outcomes. HIGHLIGHT QUOTES“Selling takes a lot of bravery. Being really brave in those conversations requires us to say what needs to be said.”“We attract the right clients when we're clear on the right clients.”“Honestly addressing what's going on, rather than avoiding it, is critical to maintaining alignment.”“80% of us are avoiding a tough conversation at any point in time; 50% of us avoid the person altogether.” 

Building genuine connections is the key to "selling from the heart," a strategy that transcends mere transactions and fosters lasting relationships in today's challenging trust landscape. In this episode, Larry Levine, author of "Selling from the Heart" and "Selling in a Post-Trust World," joins us to explore how authenticity fuels successful sales. Larry, with his extensive experience in the office technology channel, discusses shifting from product-focused approaches to relationship-centered interactions, emphasizing that everyone, especially in competitive markets, is essentially in the people business. We delve into actionable methods for establishing trust rapidly, connecting genuinely with clients at all levels, and transforming existing relationships into powerful growth drivers. Whether you're a seasoned sales professional or just beginning, Larry's insights will guide you in enhancing your people skills and achieving sustained success through heart-centered selling.

Grace Gavin, author of Know Honesty, helps leaders simplify communication and eliminate divides within organizations. She guides individuals to master communication with authenticity, believing that everyone deserves to be heard and respected. Grace specializes in asking powerful questions that help uncover the real barriers to genuine communication.Ken Bogard brings a transformative "Know Honesty" approach, helping leaders elevate communication, collaboration, and leadership. His entrepreneurial drive has impacted over 60 organizations, 300 lSHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Grace Gavin and Ken Bogard, co-authors of Know Honesty. They explore the critical role of open and honest communication in sales and leadership. Grace and Ken introduce ideas such as “The Agreement” to help establish trust early and emphasize how combining openness and honesty can revolutionize client relationships. This conversation highlights how prioritizing connection over closing the sale fosters lasting success and authentic influence.KEY TAKEAWAYSKnow Honesty Approach: Rebuilding trust and connection through genuine open and honest communication.The Agreement: Setting upfront expectations to create safe, transparent conversations.Client-Centric Mindset: True sales success comes from prioritizing the client's needs, not just closing deals.Balance of Honesty and Openness: Sales professionals must combine self-expression with active listening to build real trust. HIGHLIGHT QUOTES

Amy Franko is a strategic sales expert, keynote speaker, and author of The Modern Seller. With a background at IBM and Lenovo, she helps mid-market companies elevate their B2B sales strategy and leadership development. Named one of LinkedIn's Top Sales Voices, Amy blends modern sales techniques with values of trust, authenticity, and long-term relationship-building. Her mission is to raise the bar for sales professionals and empower them to grow through intentional, modern strategies.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome back Amy Franko for a heartfelt discussion on how intentionality drives personal and professional success in sales. Amy unpacks how to better manage your time, focus on high-impact relationships, and avoid the “empty tank” syndrome. From personal growth routines to strategies for saying no, this episode is filled with practical advice for sales professionals who want to show up with energy, clarity, and purpose. If you've ever felt spread too thin or disconnected from your “why,” this episode will re-center and refuel you.KEY TAKEAWAYSIntentionality Is a Differentiator – Being intentional with your time, tasks, and relationships will set you apart in sales and in life.Don't Run on Empty – Recognize when your energy is low and take action to refuel yourself before burnout hits.The Power of Saying No – Creating a “no list” helps protect your priorities and prevents overcommitment.Start with You – Morning routines and personal development aren't just nice to have—they're essential to lead, sell, and serve.Refuel to Deliver Value – You can't show up authentically for clients if you haven't taken care of yourself first. HIGHLIGHT QUOTES

In this conversation, Larry Levine discusses the importance of real estate expense management, focusing on indirect vendor overcharges and how they can significantly impact profitability. He shares his background in the industry, the role of auditors in negotiating costs, and the common challenges property owners face in managing these expenses. Levine emphasizes the need for education in understanding that many costs are negotiable and offers insights into how his company can assist real estate investors in reducing their expenses.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true ‘white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a “mini-mastermind” with Mike and his private clients on an upcoming “Retreat”, either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas “Big H Ranch”? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

Meredith Bell is a master connector and a powerhouse of wisdom who consistently delivers incredible value to those lucky enough to engage with her. As the President and co-founder of Grow Strong Leaders, she brings decades of experience helping organizations strengthen the people side of their business. With a background in education and a passion for communication, Meredith naturally blends her teaching skills with her love for building long-lasting client relationships. Many of her clients and partners have been with her for over 20 years—a testament to her impact and integrity. SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Meredith Bell, President and Co-founder of Grow Strong Leaders. Meredith brings decades of leadership and communication expertise to this heart-centered conversation. Together, they explore how trust, character, and authenticity are not just traits, but skills that can be developed. Meredith discusses practical strategies from her award-winning book and emphasizes the importance of inner work, curiosity, and genuine service in building lasting client relationships. From the power of pause to the art of deep listening, this episode is a must-listen for any sales professional who wants to lead with character and connect more deeply.KEY TAKEAWAYSAuthenticity in Sales: Genuine connection and honesty are the foundation for trust and long-term client relationships.Character is Developable: Integrity, empathy, accountability, and self-awareness are not fixed traits—they can be cultivated through practice and intention.Lead with Service: Focus on serving others rather than pushing products. The best sales come from putting the client first.The Power of Listening: Deep listening, paired with curiosity, is a superpower in sales and leadership.Do the Inner Work: Resilience, patience, and personal growth fuel external success.Practice the Pause: Silence isn't awkward—it's powerful. Creating space allows for better communication and connection.HIGHLIGHT QUOTES

Dr. Yoram Solomon is a trust and innovation expert, founder of the Trust Building Institute, and author of 19 books, including The Book of Trust. He holds 22 patents and was a key contributor to Wi-Fi and USB 3.0 technologies at Texas Instruments. With a PhD in Organization and Management, an MBA, and a Law degree, he teaches entrepreneurship and innovation at SMU and has published 400+ articles in outlets like Inc. Magazine. A former Plano ISD Board Trustee and IDF Paratrooper, he is dedicated to helping organizations build trust and drive innovation. SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Dr. Yoram Solomon, founder of the Trust Building Institute and author of The Book of Trust and The Trust Premium. With decades of experience in innovation and trust research, Dr. Solomon breaks down why trust is not just a soft skill—it's the most powerful sales differentiator. Backed by research and real data, he explains how customers are willing to pay nearly 30% more when they trust their salesperson. From first impressions to consistent behavior, this conversation is packed with actionable ways to build trust and set yourself apart in a skeptical marketplace.KEY TAKEAWAYSTrust as a Differentiator: Customers are more loyal and willing to pay more to work with trustworthy salespeople.Empathy and Authenticity: Seeing things from your client's perspective is essential to accelerating trust.First Impressions Matter: What you say and how you act in early interactions can build or erode trust quickly.The Trust Premium: Customers are willing to pay about 29.6% more for services from someone they trust.Industry Impact: Trust has different weight across industries but remains critical everywhere.No Trust Discount: Without trust, companies must offer significant discounts to attract new business.Behavior is Key: Honest pricing, transparent communication, and consistency all build trust.HIGHLIGHT QUOTES

Erin Hatzikostas is a former corporate CEO turned authenticity advocate, leading a movement to make workplaces more genuine through her company, Be Authentic Inc. As the CEO of a $2 billion healthcare financial institution, she tripled earnings and boosted employee engagement by embracing radical authenticity. Erin is a TEDx speaker, best-selling author of You Do You(ish), and co-host of the b Cause with Erin & Nicole podcast. Her insights have been featured in Business Insider, Fast Company, and Well+Good. With an MBA in Finance and Marketing, Erin blends analytical skills with leadership coaching to help professionals thrive through authenticity.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Erin Hatzikostas for a fun and insightful conversation on authenticity, leadership, and her latest book, The 50% Rule. Erin explains how embracing a mix of the "normal" and the "new" unlocks creative thinking, deeper connection, and greater confidence—especially in high-stakes sales environments. The episode highlights the power of vulnerability, humor, and boldness in driving results and building trust. You'll walk away with tangible tips to shake off imposter syndrome, break out of your rut, and lead with unapologetic authenticity.KEY TAKEAWAYSAuthenticity Drives Results: Authenticity in leadership and sales builds real trust and drives stronger connections and business outcomes.The 50% Rule: A method to balance foundational principles with new, bold approaches that feel more human and creative.Overcoming High-Stakes Pressure: Even in the toughest moments, being yourself can become your biggest advantage.Confidence Through Creativity: Salespeople gain confidence when they embrace innovation and trust in their authentic selves.A Shortcut to Growth: The 50% Rule helps people break out of limiting beliefs and step into genuine leadership.HIGHLIGHT QUOTES

Stephen Oommen is a seasoned executive with over 25 years of experience in entrepreneurship, finance, and technology leadership. He has held key roles at major companies like Microsoft, where he served as Managing Director for Software & Digital Platforms and Enterprise Commercial. Currently, he is the Vice President of Global Strategic & Enterprise at Outreach and the CEO of ExecuComm, where he helps companies boost revenue through effective go-to-market strategies. An award-winning sales leader and keynote speaker, Stephen is known for his customer-first approach and expertise in building strong business networks.​.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Oommen, author of the upcoming book 'The Chameleon Effect.' They explore the significance of authentic relationships, the power of warm referrals, and the importance of showing up genuinely in various professional and personal scenarios. Stephen shares his unique perspective on authenticity and his journey to mastering the skills of networking and relationship-building. The episode provides listeners with insightful strategies to leverage their networks effectively and thrive in today's skeptical sales environment.KEY TAKEAWAYS✅Authentic Relationships: Building genuine connections is crucial for success in sales.​✅The Chameleon Effect: Adapting and thriving in various professional environments is essential.​✅Networking Culture: Developing a network culture can lead to more successful sales through warm referrals.​✅Selective Authenticity: Bringing the right facets of oneself into different situations enhances authenticity.​✅Personal Background: Real-life experiences significantly shape one's ability to connect with others..HIGHLIGHT QUOTES

Bob kicks off the show talking about the activist judges that are still trying to stop the Trump agenda. Bob then welcomes Larry Levine to the show to talk about the latest in the Israeki war as the cease fire is over and Israel has commenced bombing. Bob then welcomes Josh Hammer from Newsweek to talk about his new book and the downfall of the Democrat party. Bob is then joined by Gregory Stenstrom. They talk about voting and the freedom of the press to say what they want to say.See omnystudio.com/listener for privacy information.

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:

Zev Young is a seasoned sales professional, educator, and founder of The Professor of Sales. With over two decades of experience in sales leadership and coaching, he is passionate about helping sales professionals build authentic relationships and master effective communication. As an adjunct professor at Bentley University, Zev teaches sales courses, mentors future sales leaders, and advocates for bridging the gap between academia and real-world sales training. His background in corporate sales leadership has equipped him with the tools to guide both emerging and experienced sales professionals toward greater success.SHOW SUMMARYIn this episode of the Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Zev Young, a veteran sales leader and educator, to discuss the evolution of sales beyond transactions and into relationship-driven strategies. Zev shares his passion for mentorship, the importance of curiosity in sales, and the shifting perception of sales professionals in today's business world. He highlights how mentorship, education, and adaptability will define the future of sales and inspire the next generation of professionals. Sales leaders are encouraged to foster curiosity, build genuine relationships, and embrace their role as mentors.KEY TAKEAWAYS✅ Authenticity Wins in Sales – Sales is no longer about pushing products; it's about building trust and long-term relationships.✅ Sales is Evolving – The old-school transactional approach is being replaced by a modern, human-centric approach that values connection and expertise.✅ Mentorship is Critical – Experienced sales leaders should invest in mentoring younger professionals, helping them develop their skills and confidence.✅ Curiosity is a Sales Superpower – The next generation of sales professionals will thrive by staying curious, asking better questions, and continuously learning.✅ Bridging the Education Gap – Traditional academic institutions lack sufficient sales training, and there is an urgent need for better education on real-world sales skills.✅ Passion + Inspiration = Sales Success – Sales professionals must combine passion, curiosity, and a heartfelt approach to truly connect with their clients.HIGHLIGHT QUOTES

Stephen M. R. Covey is a globally recognized speaker and author specializing in trust and leadership. He is the bestselling author of The SPEED of Trust and Trust & Inspire: How Truly Great Leaders Unleash the Greatness in Others. As the former President and CEO of Covey Leadership Center, he helped transform the organization into a global leadership development firm. Covey holds an MBA from Harvard Business School and is the son of the late Stephen R. Covey, author of The 7 Habits of Highly Effective People. His expertise on trust and leadership has influenced organizations worldwide.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Stephen M. R. Covey to explore the critical role of trust in sales and leadership. Covey, a trust expert and bestselling author, shares key insights from The Speed of Trust and Trust & Inspire, emphasizing how sales professionals can intentionally build trust with their clients and teams. The discussion highlights the four key elements of trust—integrity, intent, capabilities, and results—and how these factors shape long-term relationships in sales. Covey also breaks down the difference between motivation and inspiration, urging sales leaders to inspire rather than just motivate. This episode is a masterclass in authenticity, leadership, and relationship-building for sales professionals.KEY TAKEAWAYSTrust 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

Jamie Diglio is a renowned performance coach and the Founder of inFirst Coaching, with over 20 years of sales leadership experience at top organizations like Gartner, Microsoft, and Slalom. Holding a master's degree in industrial-organizational psychology, Jamie empowers leaders and teams to achieve peak performance by breaking invisible barriers. Her innovative WIN Room programs help high-growth organizations improve sales, boost employee engagement, and drive retention. Jamie's TEDx talk, "From WAR Room to WIN Room: Change Your Room, Change Your Life," has gained widespread acclaim for its transformative insights, cementing her reputation as a leading expert in sales performance coaching.!SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Jamie Diglio, performance coach and author of Moneyball Leadership. Jamie discusses her concepts of the "War Room" and "Win Room," focusing on how leaders can create environments that foster success. She introduces the new definition of ROI—Return on Interaction—and explains how meaningful interactions can lead to tangible business results. The conversation highlights the importance of authenticity, combating burnout, understanding personal strengths, and becoming memorable by being less predictable in sales. Jamie shares actionable tips that sales professionals and leaders can implement immediately to improve relationships, build trust, and drive sustainable success!KEY TAKEAWAYSAuthenticity 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."!

Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, returns to Mastering Modern Selling to discuss the power of authenticity in sales. Drawing from his journey in copier sales, Larry highlights that true sales success isn't about scripts or techniques, it's about being real, building trust, and forming genuine relationships.As AI and automation reshape sales, he stresses the importance of self-reflection, confidence, and human connection as key drivers of long-term success.Authenticity is More Than a BuzzwordMany sales professionals claim to be "authentic," but Larry argues that most haven't done the self-work to understand who they really are.True authenticity means aligning your social presence with who you are in real life—no façades, no gimmicks.Sales leaders need to help their teams develop confidence in themselves first, which translates into stronger client relationships.AI is a Tool, Not a Replacement for Human ConnectionAI and automation can streamline processes, but they should not replace critical thinking or real conversations.Over-reliance on AI makes salespeople "conversationally incompetent," leading to generic, robotic interactions with prospects.The key is to use AI strategically—to enhance outreach and efficiency while keeping human engagement at the core.Trust and Credibility are at All-Time LowsBuyers are more skeptical than ever, doing extensive research before engaging with salespeople.Sales reps must work to earn trust by listening, being knowledgeable, and showing they genuinely care about their clients' needs.The Power of Confidence and Self-Worth in SalesSalespeople struggle when they lack confidence, believability, and self-worth.Companies need to invest in coaching and training that helps sales teams improve these soft skills, rather than just focusing on product knowledge.The First 60 Seconds of a Sales Call Set the ToneWithin moments of meeting a salesperson, prospects are mentally checking off questions like:Is this person going to listen to me?Is this just another sales pitch?Can I trust them?If salespeople fail to engage authentically and build credibility quickly, they lose the prospect's attention.Creating a safe, open conversation allows buyers to share their real business concerns, leading to deeper, more meaningful discussions.Larry's message is clear: Sales is a people business, not just a transaction business. With today's buyers having more control and access to information, sales professionals need to step up and prove their value beyond just the products they sell.As Larry puts it, selling is about inspiring trust and breathing life into your prospects' business challenges. When done right, it leads to increased revenue, deeper client relationships, and long-term sales success. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Brent Pohlman, CEO of Midwest Laboratories, is a people-first leader who believes in coaching, authenticity, and leading from the heart. Since taking on the CEO role in 2016, he has built a thriving culture by focusing on people, processes, and technology—in that order.As a faith-driven leader, Brent is passionate about helping others develop self-awareness, cultivate gratitude, and embrace authentic leadership. He is also the author of Leaders Look Within: Own Your Heart to Live a Life of Gratitude, where he shares his philosophy on leading with values and trust. SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Brent Pohlman, CEO of Midwest Laboratories and author of Leaders Look Within.Brent shares how authentic leadership starts from within—by understanding your own heart, values, and purpose. He discusses the power of self-reflection, trust-building, and gratitude in leadership, and how these principles directly impact sales success and business growth.This episode is packed with real-world insights on self-awareness, the importance of coaching, and how a people-first culture can drive lasting success.

On this week's GoalChat, Liz Heiman, Dave Sanderson, and Brynne Tillman join Debra Eckerling to talk about Networking. Liz is CEO and chief sales strategist, Regarding Sales; Dave is a speaker, #MiracleOnTheHudson survivor, and publisher of "Moments Matter" magazine; Brynne is CEO of Social Sales Link and host of the Making Sales Social podcast. The panel talked about strategies for IRL and online networking, introvert versus extrovert networking, and more. For "52 Secrets for Goal-Setting and Goal-Getting," Debra interviewed leaders, speakers, consultants, entertainers, and changemakers. Everyone in the book is a friend, friend of a friend, someone she previously interviewed, or all of the above. Brynne introduced Deb to Liz and also to Larry Levine, who introduced Deb to Dave. They all have secrets featured in "52 Secrets." Goals - Brynne: Go through your lists of people - and business cards - and connect with them on LinkedIn. Liz suggests, "I can't believe we are not connected," can be the first email - Liz: Make one list of who you want to meet - types/titles/names - and another of where they would be, so you can meet them - Dave: Make your list of Top 20 - people you want to reach out to once a month - and Farm 40 - people you check in with once a quarter. Then, do the outreach; they can be calls, messages, or emails Final Thoughts - Dave: Find your whos for your hows (this is Dave's tip in 52 Secrets) - Liz: Just do it, even if you are uncomfortable. If you don't say, "Hello," you do not know who you are missing - Brynne: Find your next best friend, because that's what's networking can do for you *Note: Liz and Brynne originally met at a conference years ago and now are BFFs Learn More About: Liz Heiman: RegardingSales.com Dave Sanderson: DaveSandersonSpeaks Brynne Tillman: AskSSL.ai Debra Eckerling: TheDEBMethod.com/blog 52SecretsBook.com Learn more about your ad choices. Visit megaphone.fm/adchoices

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 SUMMARYIn 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 TAKEAWAYSCreating 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Andrew Barbuto is a top-performing sales leader in the ad tech industry, managing over $80 million per year in digital media revenue. With a proven track record of closing complex software deals, Andrew is passionate about helping sales professionals refine their strategies for long-term success. As the author of Top Sales Producer: How to Crush Your Sales Quota and an active sales coach, he provides practical insights that elevate both new and experienced salespeople. His expertise lies in combining empathy, financial understanding, and strategic follow-ups to build meaningful client relationships and drive revenue growth.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Andrew Barbuto to explore what it takes to become a top sales producer. Andrew shares insights from his book Top Sales Producer: How to Crush Your Sales Quota, breaking down essential sales strategies, including active listening, value-driven follow-ups, and financial acumen. He explains how persistence, empathy, and a consultative approach lead to sustained sales success. If you're looking to refine your sales techniques and consistently exceed your quota, this episode is packed with actionable takeaways.KEY TAKEAWAYSAuthentic Sales Approach: Selling should focus on educating and helping customers, not just pushing a product.Empathy and Active Listening: Success in sales starts with understanding the client's needs by listening more and talking less.Strategic Follow-Ups: Each touchpoint should add value rather than just checking in.Understanding Financials: Knowing how business decisions impact a client's financials can lead to more meaningful sales conversations.Overcoming the Status Quo: Many prospects struggle with change; your job is to highlight why your solution is essential.Persistence and Consistency: Engaging prospects takes multiple touchpoints, so consistency in outreach is key.QUOTES“Sales is really about listening, not speaking… the best meetings are the ones where the salesperson speaks the least.”“Your job is to help people, regardless of whether there's any money involved or not.”“… It takes an average of seven touchpoints before you actually get a response from a cold prospect. Persistence is crucial.”“The number one competition is the status quo. Your solution needs to address something pivotal to their business to warrant change.”“Start each meeting by asking the right questions to diagnose the client's needs, then present a tailored solution using their own words and concerns.”Connect with Andrew BarbutoAndrew's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Connie Whitman started her career at Chrysler Credit as a leasing specialist, where her natural talent for sales emerged through her client-focused, educational approach. With an MBA, financial licenses, and a passion for empowering others, Connie is redefining sales as a helpful, value-driven profession. She's on a mission to inspire sales professionals to lead with authenticity, trust, and care.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Connie Whitman to discuss the transformative power of heart-centered, client-focused sales. Connie introduces her CPR method—Consistent, Persistent, Respectful follow-ups—and shares actionable strategies to build trust, deepen client relationships, and elevate sales success. Packed with practical insights and inspiration, this episode is a must-listen for sales professionals who want to embrace authenticity and redefine their approach to sales.KEY TAKEAWAYSAuthenticity in Sales: True success comes from leading with trust, care, and authenticity in every interaction.Consultative Sales Approach: Focus on educating and guiding clients, putting their needs above pushing transactions.CPR Method: The Consistent, Persistent, Respectful follow-up method is crucial for nurturing strong client relationships.Preparation is Crucial: Demonstrating preparation shows clients their value and builds deeper connections.Client-Centric Mindset: Prioritizing client needs fosters loyalty, referrals, and sustainable sales success.QUOTES TO REMEMBER"If you're not selling from love, care, and respect, please stop because you're doing it wrong." — Connie Whitman"Transactions become an obsolete way of thinking when you sell from the heart." — Larry Levine"Seek to understand before being understood." — Connie WhitmanConnect with Connie WhitmanConnie's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Nigel Green is a sales leadership expert, consultant, and author of Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year. Over the last decade, he has built and led sales teams generating tens of millions in annual revenue. Now living on a farm in Kentucky with his family, Nigel dedicates his time to coaching, consulting, and advising sales leaders. He offers one-day workshops, one-on-one coaching, and contributes to Entrepreneur Magazine. His latest work, How to Hire Elite Salespeople, provides invaluable insights for sales leaders and professionals alike.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Nigel Green to share insights from his career and books, Revenue Harvest and How to Hire Elite Salespeople. Nigel discusses the qualities of truly elite salespeople, the dangers of compromise in hiring, and how aligning personal passion with professional roles fosters success. The episode also includes exciting news about the launch of Larry and Darrell's upcoming show, Culture from the Heart, featuring heart-centered CEOs of award-winning workplaces.KEY TAKEAWAYSAuthenticity and Trust in Sales: Building authentic relationships is fundamental to success in sales and leadership.Hiring Elite Salespeople: Sales leaders must focus on hiring exceptional talent without compromising on standards.Passion-Driven Workplaces: Sales professionals should seek organizations that align with their passions for greater satisfaction and success.Non-Obvious Traits of Top Performers: Elite salespeople exhibit unique qualities beyond traditional metrics, such as passion, resilience, and a purpose-driven approach.Avoiding Hiring Pitfalls: Compromises during the hiring process can create long-term challenges for sales teams.Aligning Passion and Work: Connecting personal passion with professional goals leads to long-term fulfillment and productivity.QUOTES TO REMEMBER"Elite salespeople don't apply to jobs. They interview because they've found their passion." — Nigel Green"Why are you telling yourself no? You literally get told no every single day. Let's go!" — Nigel Green"The elite of the elite look forward to Monday because they're fired up to get to work." — Nigel Green"What stops us is not clarity on what to do but the stories we tell ourselves about why it will fail." — Nigel GreenConnect with Nigel GreenNigel's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Bob kicks off this snowy Thursday talking about the Biden farewell speech and the "ceasefire" deal. Bob then welcomes Larry Levine to show to talk about the deal between Hamas and Israel that has many flaws. They discuss the future of the region. Bob the welcomes everyone's favorite barber, Mario Innocenzi, to the show. Mario has started a charity organization to help with disasters acrpss the country. Bob wraps the show talking about the California fires.See omnystudio.com/listener for privacy information.

Jason Cutter, CEO of Cutter Consulting Group, is an author, podcaster, and sales success architect specializing in helping companies with inside sales teams scale their operations. With a background in marine biology, Jason's unconventional journey into sales led him to develop a unique framework for achieving success. His book, Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, lays out strategies for building trust, understanding client motivations, and leading with authenticity and empathy.SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Jason Cutter to discuss how deep empathy and authenticity are transforming sales. Drawing on insights from his book, Selling with Authentic Persuasion, Jason shares strategies for reprogramming sales mindsets, adopting a human-to-human (H2H) approach, and embracing the role of a guide rather than a hero in the sales journey. Packed with practical advice and inspirational stories, this conversation will challenge sales professionals to prioritize genuine care, ask meaningful questions, and lead clients with empathy and authenticity.KEY TAKEAWAYSAuthenticity is Key: Genuine interactions build trust and create lasting client relationships.Empathy Drives Success: Deep empathy allows sales professionals to truly understand client motivations and provide tailored solutions.Human-to-Human Selling: Treating clients as individuals, not just prospects, fosters meaningful connections and better outcomes.Be the Guide, Not the Hero: Sales professionals should position themselves as guides helping clients achieve their goals.Reprogram the Sales Mindset: Focus on the client's outcomes and lead with a service-first approach.Leadership in Sales: Great salespeople adopt a leadership role, guiding clients through their decision-making journey.QUOTES TO REMEMBER"Management is pushing. Leadership is pulling. I'm going here. Come with me. Let's go." — Jason Cutter"I'm not the hero. I'm the guide. I'm not Luke Skywalker; I'm Obi-Wan Kenobi." — Jason Cutter"If you want to get the responses that no one's getting, change the questions that you're asking." — Jason Cutter"Combine deep empathy with deep questions and recognize that we're not the hero; we're the guide." — Jason CutterConnect with Jason CutterJason's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Ed Marsh is a seasoned consultant specializing in revenue growth for B2B industrial companies. With a deep background in management, marketing, and sales, Ed integrates strategy, governance, customer success, and technology into a unified system for revenue growth through his Overall Revenue Effectiveness™ Methodology. A former Airborne Infantry Officer and Johns Hopkins University graduate, Ed also hosts the Industrial Growth Institute podcast and partners with major marketing and sales technology platforms.SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy discuss bridging the gap between sales and marketing with Ed Marsh. As an expert in aligning these critical teams, Ed shares actionable strategies for fostering collaboration, following up on leads, and leveraging marketing materials. The conversation highlights the importance of viewing the buyer's perspective, expressing gratitude, and creating a unified approach to achieve better results in 2025.KEY TAKEAWAYSFollow-up Matters: Sales teams should follow up on all leads and provide actionable feedback to marketing teams.Leverage Marketing Materials: Sales reps must use and contribute to the development of sales enablement resources.Buyer-Centric Approach: Both sales and marketing teams should prioritize the buyer's perspective to deliver a cohesive experience.Strengthen Relationships: Salespeople should build strong relationships with marketing teams to foster better collaboration.Express Gratitude: Acknowledging the efforts of marketing and support teams can bridge relational divides and improve teamwork.QUOTES TO REMEMBER"You can't sell from the heart if sales isn't genuinely in your heart." — Ed Marsh"Follow up on the leads and provide feedback. Let marketing know that their work matters." — Ed Marsh"Gratitude bridges the relational divide." — Ed Marsh"Every time you have a conversation, think about the buyer's perspective." — Ed MarshConnect with Ed MarshEd's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

In this episode of the Power Producers Podcast, David Carothers sits down with Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, to discuss authenticity, self-awareness, and the evolving landscape of sales. Larry shares his journey from selling office equipment to becoming a thought leader in building heart-centered sales cultures. Together, they explore the importance of investing in relationships, fostering genuine connections, and the discipline required for consistent success. Key Points: Sales Beyond Numbers Larry emphasizes the value of discovering your authentic self and aligning it with your sales approach to create meaningful client relationships. The Power of Mentorship Both David and Larry share personal stories about seeking mentorship early in their careers and how vulnerability and curiosity opened doors to growth. Heart-Centered Leadership Larry introduces the concept of heart-centered leadership, highlighting the need for alignment between leadership values and sales team culture. Daily Discipline and Reflection Larry discusses his practice of intentional daily routines and journaling to capture wins, learning moments, and areas of improvement, fostering personal and professional growth. Upcoming Projects Larry teases his upcoming podcast, Culture from the Heart, which will spotlight CEOs and business leaders who exemplify heart-centered leadership. Connect with: David Carothers LinkedIn Larry Levine LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Selling from the Heart Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

Welcome to Season 2 of The Prepared Seller Podcast! In this exciting season opener, Paul M. Caffrey kicks things off with a preview of what's to come in 2025. The focus is on helping individuals level up their sales game by building pipelines, outperforming the competition, and tackling the key challenges of the year. ____ Prepare yourself & your sales team to become top sales performers in 2025. Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event. Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here. Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here. Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here. Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition" here or listen free on Spotify premium Connect with Paul M. Caffrey on LinkedIn. ____ Highlights of Season 2: LinkedIn Success:Harris Halkic shares his journey from zero to 30,000 followers in no time and reveals his strategies for building a meaningful following.Colin Gallaher discusses how he generates leads every day on LinkedIn.Richard Van der Blom, a LinkedIn thought leader, offers expert insights on using LinkedIn to grow your business effectively.Perry Van Beek teaches how to make the most out of your Sales Navigator license to generate leads and move deals forward. High-Velocity Selling:AJ Maher dives into the high-velocity selling process and how you can close deals quickly in just a few meetings—especially in the SMB space. Futurist Insights:Ant Morse, a futurist who predicted the rise of ChatGPT, shares his bold predictions for the future of sales and technology. Financial Freedom:Sjoerd Bak aims to help a thousand people achieve financial freedom and shares invaluable advice on how to invest your sales commissions to build wealth for the future. B2B Sales Strategies:James Muir talks about un-sticking deals that are stuck in your pipeline.Will Barron, based in the UK, shares essential advice for navigating the entire sales cycle, particularly in the UK and Ireland markets.Ricky Pearl provides actionable tips on prospecting with practical, tactical advice for success. Returning Expert Guests:Prepare for more wisdom from past podcast guests, including Todd Caponi, Justin Michael, Scott Lease, Simon Hares, Guy Rubin, Johnny Quinn, Cait Kennedy, Mark Hunter, and Larry Levine. In this season, we focus on equipping individuals with the tools they need to excel in 2025, whether that's leveraging LinkedIn for lead generation or learning cutting-edge techniques for closing deals. Stay tuned for more episodes packed with expert advice to help you perform at your best. Subscribe, Listen, and Stay Ready!Don't forget to leave us your feedback and let us know how you're applying these strategies in your own sales career.

Steve Spiro, known as the Master Connector, is a business automation consultant, speaker, and martial arts expert with a passion for building genuine relationships. Starting his career in advertising and later transitioning into technology, Steve attributes his success to discipline, integrity, and fearlessness cultivated through martial arts. With over 18,000 contacts in his phone and 24,000 LinkedIn connections, Steve hosts the weekly Master Connector Show on LinkedIn Live, inspiring others to step out of their comfort zones and master the art of connection.SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Steve Spiro to explore his journey from shy introvert to Master Connector. Steve shares his simple yet effective strategy for building authentic relationships and maintaining a strategic network. He highlights the importance of adding value, leveraging LinkedIn for credibility, and developing long-term connections. The episode challenges listeners to connect with three new people daily in 2025, fostering both personal and professional growth.KEY TAKEAWAYSAuthentic Relationships Matter: Genuine connections are more impactful than simply growing your network numbers. Focus on authenticity, vulnerability, and being others-focused.Strategic Networking: Building a strategic network involves connecting with individuals who align with your values and goals, creating long-term value.Leverage LinkedIn: Use LinkedIn as a platform to establish credibility, share your values, and connect with influential professionals.Value-Driven Interactions: Always aim to add value in your interactions, offering help or connections rather than pitching yourself.Challenge Yourself: Commit to connecting with three new people daily to expand your network and create new opportunities.QUOTES TO REMEMBER"People buy from people they know, like, and trust." — Steve Spiro"To me, selling from the heart is being others-focused, being authentic, and genuinely looking to help." — Steve Spiro"Connection, real human connection, is so important, and it doesn't just happen through building numbers." — Steve Spiro"Don't pitch people; engage and always focus on adding value." — Steve SpiroConnect with Steve SpiroSteve's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Larry Levines shares one f the most powerful tools in his sales arsenal, the one trait he needed the most work on and his best techniques in closing the deal.If you are a sales pro, THIS is the episode for you!ABOUT LARRY LEVINE:Larry Levine is the best-selling author of two books,Selling from the Heartand Selling In A Post-Trust World, which just released August 13th. He is also the co-host of the award winningSelling from the Heart Podcast.Blending a heart of service with over three decades of in-the-field sales experience, Larry helps sales professionals develop a mindset and skill set for authentic success.In a post trust sales world, Larry helps sales teams leverage the power of authenticity to grow revenue, grow themselves and enhance the lives of their clients.Larry has coached sales professionals across the world, from tenured reps to new millennials entering the salesforce. They all appreciate the practical, real, relevant, relatable and “street–savvy” nature of his coaching. Larry believes people would rather do business with a sales professional who sells from the heart as opposed to a sales rep who is an empty suit.HOST OF AWAKENED NATION: Brad Szollose

Jonathan Gardner is the Principal and Founder of J. Gardner Group, where he leverages decades of expertise in strategic sourcing and relationship management to drive profitability for organizations. His career includes working with global powerhouses like Starbucks and Dell, where he developed an acute understanding of navigating large corporations and fostering long-term partnerships.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jonathan Gardner to explore the art of strategic sourcing and relationship management. Drawing on his extensive experience with major brands, Jonathan reveals how sales professionals can establish genuine connections, navigate procurement processes, and avoid becoming just another number on a spreadsheet. He emphasizes the importance of building relationships across all levels of an organization, maintaining a strategic mindset, and engaging consistently for long-term success.KEY TAKEAWAYSBeyond Procurement: Build relationships across multiple departments to avoid relying solely on procurement.Strategic vs. Tactical Sales: Focus on strategic, long-term actions instead of short-term wins.Proactive Engagement: Start building connections before a need arises and nurture them consistently.Perceived Power of Procurement: Procurement's influence is often overestimated, especially when you're an incumbent supplier.Relationship Mapping: Create a "power map" of connections within your target organization to strengthen your approach.Holistic Strategies: Engage procurement as part of a comprehensive sales strategy, not as an obstacle to overcome.QUOTES TO REMEMBER"Don't let yourself become equal." — Jonathan Gardner"Procurement has way, way less power than they want you to think they do." — Jonathan Gardner"Be the octopus. Engage every tentacle of your relationship strategy." — Jonathan Gardner"Treat this as an 'and,' not an 'or.' Engage, engage, engage." — Jonathan Gardner"Avoid assuming. It's easy to think you're being ghosted, but they're probably just busy and rude." — Jonathan GardnerConnect with Jonathan GardnerJonathan's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet 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 SUMMARYIn 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 TAKEAWAYSAuthenticity 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 AmyFOLLOW THE CONVERSATION:Connect with Damon LembiDamon Lembi's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Bob makes his return from Mar-a-Lago and tells everyone about his trip.  In a fun story he tells us about the many people he met and the goal of 2026 and 2028,  Bob then takes some calls.  He is then joined by Larry Levine to discuss the latest in Syria and how it affects the entire region.  Bob the gets the breaking news of Daniel Penny being found not guilty and a suspect being found in the death of the CEO murder.See omnystudio.com/listener for privacy information.

Karl Mecklenburg, former Denver Broncos captain and All-Pro linebacker, defied the odds as a college walk-on and 12th-round draft pick to become one of the NFL's most versatile players. With six Pro Bowl appearances, three Super Bowl appearances, and an induction into the Denver Broncos Ring of Fame, Karl's career exemplifies resilience, determination, and leadership. Today, as a Certified Speaking Professional (CSP), Karl shares his inspiring "Six Keys to Success," blending humor, motivation, and actionable strategies for achieving goals in sports, business, and life.SHOW SUMMARYIn this Selling from the Heart podcast episode, Larry Levine and Darrell Amy sit down with NFL legend Karl Mecklenburg to explore his "Six Keys to Success" and their application to sales and leadership. Karl discusses preparation, decisiveness, authenticity, resilience, forgiveness, and goal setting as fundamental principles for achieving success. Drawing on his experiences on the football field and in life, Karl shares practical advice for sales professionals to overcome challenges, build trust, and pursue their goals with purpose and integrity.KEY TAKEAWAYSPreparation is Key: Success in both sales and sports hinges on preparation. Take the time to thoroughly prepare for meetings, calls, and opportunities.Be Decisive: Quick, well-informed decisions can create momentum and change outcomes.Authenticity Matters: Genuine connections build trust and relationships. Inauthenticity can quickly damage rapport.Resilience in the Face of Challenges: Embrace obstacles as opportunities for growth. High pain tolerance and persistence are necessary for long-term success.Forgiveness is Essential: Letting go of past mistakes—both yours and others'—is crucial for moving forward.Goal-Driven Success: Set actionable short-term goals that align with your long-term vision to maintain focus and motivation.QUOTES TO REMEMBER"Preparation allows you to be decisive." — Karl Mecklenburg"Success is not just the game; it's the preparation before the game." — Karl Mecklenburg"Success is overcoming obstacles on the way to your dreams." — Karl Mecklenburg"You should run into obstacles; otherwise, you're not pushing hard enough." — Karl Mecklenburg"If you can't admit there's an issue, there is no way to move forward." — Karl MecklenburgFOLLOW THE CONVERSATION:Connect with Karl MecklenburgKarl's Mecklenburg's LinkedIn.Connect with Larry and DarrellDarrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

In this episode, Larry Levine, author of Selling in a Post-Trust World, dives into the critical role of trust, authenticity, and soft skills in sales. He shares the powerful strategies behind transitioning from transactional to transformational sales, emphasizing the importance of building genuine relationships and truly understanding clients' needs. We explore the "trust formula," a framework for creating meaningful value and cultivating authentic connections that set sales professionals apart in a skeptical world. Larry also highlights the power of continuous learning, networking, and intentional communication for young professionals looking to elevate their confidence and impact. Larry believes that success in sales comes from a commitment to serving others and contributing to a greater cause, which not only leads to personal fulfillment but also elevates the entire sales profession.   What you'll learn in this episode:  Insights of Larry's new book:  "Selling in a Post Trust World" The significance of authentic relationships and meaningful value in sales The critical role of trust, credibility, and consistency in building relationships in sales Larry's 'trust formula' to navigate the sales landscape The impact of the shift from transactional to transformational sales methods The profound impact of coaching on salespeople's confidence and success, Why sales training should focus on people skills, not just product knowledge. How vulnerability can be a strength in building relationships Resources & Links   Larry Levine New Book: https://sellinginaposttrustworld.com/   https://www.sellingfromtheheart.net/ Facebook: https://www.facebook.com/larry.levine.1992/  Twitter/X: https://twitter.com/Larry1Levine  LinkedIn: https://www.linkedin.com/in/larrylevine1992/  YouTube: https://www.youtube.com/@SellingFromtheHeart  Ed Molitor LinkedIn: https://www.linkedin.com/in/themolitorgroup/ Website: https://www.themolitorgroup.com/

Guitze Messina is a trailblazer in the HVAC industry and the author of MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting. With decades of experience in building strategic partnerships and driving growth initiatives, Guitze specializes in enhancing service outcomes, fostering innovation, and building trust-based client relationships. His leadership philosophy is rooted in integrity and heart-centered values, making him a perfect fit for the Selling from the Heart podcast. Guitze is passionate about creating lasting value for organizations by focusing on trust, meaningful relationships, and genuine care—core principles that resonate across all industries.SHOW SUMMARYIn this Selling from the Heart podcast episode, Larry Levine and Darrell Amy are joined by Guitze Messina to explore the principles behind his book MONEYCALL and the art of achieving recurring sales with less prospecting. Guitze shares actionable strategies for proactively engaging with existing customers, understanding their needs, and leveraging relationships to drive sustainable business growth. He also discusses the importance of a customer-centric mindset, the value of asking strategic questions, and the role of structured sales processes in fostering long-term success. Whether you're in HVAC or any other field, Guitze's insights will inspire you to refine your sales approach, deepen client trust, and increase revenue through meaningful connections.KEY TAKEAWAYSProactive Selling: Focus on engaging existing customers to drive recurring sales rather than relying heavily on prospecting for new clients.Listening and Asking: Strategic questioning and active listening help uncover customer needs and buying preferences, leading to stronger relationships.Recurring Sales Focus: Businesses in recurring sales industries can unlock growth by nurturing relationships with their existing customer base.Right Structure: A structured and manageable client load is essential for sales professionals to adopt a proactive approach effectively.Customer-Centric Approach: Shift from transactional service to relational, serving-oriented strategies to foster loyalty and long-term success.QUOTES TO REMEMBER"The more that you learn from your customers, the more you earn from your customers." — Guitze Messina"You grow your business through your customers, not at the expense of your customers." — Guitze Messina"Nothing happens unless you're talking to a client." — Guitze Messina"Helping the customer grow their business ensures that you also grow your business." — Guitze Messina"Selling from the heart is making it easy for your customers to buy what they really want." — Guitze MessinaConnect with Guitze MessinaGuitze Messina's LinkedInFOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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 SUMMARYIn 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 TAKEAWAYSOvercoming 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 OwensCONNECT WITH ROBERT OWENS:Robert Owens' LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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 SUMMARYIn 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 TAKEAWAYSHeart-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 AmyCONNECT WITH BRENT LONG:Brent Long's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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 SUMMARYIn 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 TAKEAWAYSBravery 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 LevineCONNECT WITH JILL SCHULMAN:Jill Schulman's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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 SUMMARYIn 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 TAKEAWAYSAuthenticity 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 LevineCONNECT WITH DAN OWOLABI:Dan Owolabi's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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 SUMMARYIn 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 TAKEAWAYSAvoid 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 WendlingCONNECT WITH LIZ WENDLING:Liz Wendling's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Mike Garrison is an expert with over 25 years of experience working with financial advisors and small business owners to grow their businesses through a comprehensive, predictable referral system. Beyond his professional work, Mike is a passionate fly fisherman and a certified exit planning advisor, dedicated to helping business owners preserve their legacies. His expertise in business growth, referrals, and trust-building makes him a valuable guest on the Selling from the Heart podcast.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Mike Garrison to explore the art of winning referrals. Mike shares how trust and genuine relationships are the foundation of lasting business success. He introduces the concept of being "referable," stressing the importance of maintaining trust and value in relationships, much like borrowing a friend's prized car. The discussion focuses on giving back more value than received and shifting the referral mindset towards heart-led engagement. The episode also encourages listeners to explore Larry Levine's book, Selling in a Post Trust World, and access his exclusive podcast series to dive deeper into these themes.KEY TAKEAWAYSImportance of Referrals: Referrals are an opportunity to build authentic relationships rooted in trust, not just a tool to generate sales.Being Referable: Ask yourself, “Are you referable?” Maintain trustworthiness and consistently provide value in all relationships.Engaging Centers of Influence: Collaborate with key centers of influence, such as attorneys, to create mutually beneficial business opportunities.Heart-Led Sales: Approach all sales and referral activities with a heart to give, focusing on genuine relationships over transactions.QUOTES TO REMEMBER"You don't build trust when you're always asking and taking, but you do build trust when you get beyond yourself." – Mike Garrison"Are you referable? Do you provide value? Will you bring the relationship back better than it left?" – Mike Garrison"If you want referrals as a sales rep, the people you work with want them too." – Darrell Amy"A big percentage of your client base comes from other financial advisors; I'll never ask you to betray a professional relationship that gave you a client." – Mike Garrison"Find out the areas in their business they want to accomplish, bring in your centers of influence, and watch what happens." – Larry Levine"Have a heart to give in every interaction—whether with customers, centers of influence, or the person next to you on a plane." – Darrell AmyCONNECT WITH MIKE GARRISON:Mike's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

We welcome Gail Casper who brings her dynamic perspective on elevating sales confidence through risk. Discover the intriguing concept of "cockatoo selling," a unique strategy aimed at boosting confidence and nurturing long-term client relationships. Gail shares her personal journey of stepping out of her comfort zone, highlighting how calculated risks have driven her career to new heights. Mark and Gail explore how a supportive network can amplify sales success, and discuss practical strategies like cold calling, networking, and attending trade shows, all aimed at fostering meaningful connections. ◩ About the Guest ◩ Gail Kasper is a two-time TEDX speaker and author of Sell Like a Cockatoo. Click here for her free resource: The Three Most Overlooked Sales Tools that Close More Deals  

Ann Latham is the founder and president of Uncommon Clarity, Inc., where she specializes in strategic planning, decision-making, and process improvement. With over 20 years of experience, Ann has worked with Fortune 500 companies, non-profits, and government agencies, helping them enhance productivity and achieve sustainable growth. A recognized thought leader, Ann's work has been featured in major publications. She holds a degree from Tufts University and is an expert in guiding organizations to achieve clarity and alignment in their operations.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Ann Latham to explore how clarity can transform both sales and organizational effectiveness. Ann shares insights from her extensive experience in strategic planning and decision-making, emphasizing the importance of clear objectives and disciplined processes. She highlights how disclarity and the lack of defined decision-making procedures can stall sales deals and derail organizational success. Ann advocates for sales professionals to embrace clarity in their approach, helping clients solve their problems and make confident decisions. Larry and Darrell also promote Ann's book, The Power of Clarity, as a resource for anyone looking to enhance communication, productivity, and decision-making in their business.KEY TAKEAWAYSClarity in Decision-Making: A disciplined decision-making process that includes clear objectives and defined criteria is crucial for moving forward effectively.Enhancing Productivity: Clarity improves communication, alignment, and overall productivity within teams and organizations.Involvement of Key Decision Makers: Engage all key stakeholders from the beginning to avoid stalls and misalignment later in the decision-making process.Addressing Risks: Identifying potential risks upfront is an important step that is often overlooked in decision-making.Common Sense, Uncommonly Applied: Despite the importance of clarity, it's often not implemented effectively in organizations.Sales Professionals' Role: Sales professionals can guide clients through a clear decision-making process to ensure smoother and faster deal progress.Process Clarity: Clearly defining the steps in decision-making helps reduce misunderstandings and streamlines actions.QUOTES TO REMEMBER"The key is to focus on understanding what people's problems are and helping them solve those problems more effectively." — Ann Latham"Bringing a disciplined process to any decision helps get everyone on the same page." — Ann Latham"When you think about sales, unleash true sales potential by guiding with clarity—it's an incredible gift." — Darrell Amy"Everyone come together and agree on what ‘good' looks like." — Larry LevineWHY YOU NEED TO LISTEN:This episode is packed with practical strategies to help you incorporate clarity into both your sales approach and your organizational processes. If you're a sales professional or leader looking to improve decision-making, enhance productivity, and ensure long-term success, Ann Latham's insights will guide you on the path to achieving clarity and confidence in every decision.CONNECT WITH ANN LATHAM:Ann Latham's LinkedIn. FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Tim Ohai is a seasoned business strategist and the founder of Kupu Solutions, specializing in leadership development, sales enablement, and organizational transformation. With over 20 years of experience, Tim has consulted for Fortune 500 companies and startups, helping them achieve sustainable growth through innovative strategies. Known for his pragmatic approach, Tim offers deep insights into human behavior, organizational dynamics, and the practical steps needed to cultivate a successful and engaged workforce. He holds a degree in Business Administration and is actively involved in philanthropic efforts.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Tim Ohai, founder of Kupu Solutions, for an insightful discussion on overcoming workforce stress and disengagement. Tim dives deep into what he calls the “stress pandemic” plaguing today's workforce and offers strategies for building clarity, empowerment, and engagement within organizations. The conversation explores the importance of aligning priorities, creating trust-based accountability, and fostering a culture that supports authentic sales practices. Tim also introduces a masterclass designed to help leaders elevate their teams and enhance execution. This episode is packed with actionable insights for sales leaders looking to empower their teams and drive sustained success.KEY TAKEAWAYSAuthentic Sales Approach: Selling from the heart means operating from a place of confidence, trust, and acceptance, not fear of failure or rejection.Clarity Is Key: Establishing clarity in goals, strategies, and roles is crucial to reducing confusion and increasing engagement.Empowerment and Engagement: Empower your team by providing the necessary tools and support while creating a culture of trust and accountability.Adaptive Leadership: Leaders must balance disruption with optimization, maintain clear communication, and stay accessible to their teams.Execution Over Strategy: The true success of any strategy lies in its execution, driven by an engaged and empowered workforce.Self-Coaching: Sales professionals should seek clarity in their roles and resources, helping leaders improve and guide more effectively.QUOTES TO REMEMBER"When you're selling from the heart, you're selling from a place of confidence, not fear of failure, rejection, or risk.""Clarity is king. Make sure everyone knows what success looks like and keep the priorities aligned.""Accountability should be trust-based, not fear-based.""Engagement is key. Companies with highly engaged workforces are 23% more profitable.""Execution is where all the money is made."WHY YOU NEED TO LISTEN:This episode is a must-listen for sales leaders looking to tackle workforce stress and disengagement while driving authentic and sustainable success. Tim Ohai shares practical strategies that will help you clarify your vision, empower your team, and execute your strategy with confidence.CONNECT WITH TIM OHAI:Tim Ohai on LinkedInLooking for even more insights? Don't miss Tim Ohai's masterclass on building high-performing teams! Check it out here: timohai.com/masterclassFOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

We welcome Larry Levine back to the show. This is Larry's 4th appearance on the show. Larry Levine Larry knows a thing or two about federal prison. He is a Former federal inmate. He actually spent time in 11 different federal prisons.  Larry is here today to break down the P Diddy case and to discuss his new book, Lies My Lawyer Told Me. Lately, he's been a very popular guest on the cable news circuit to give his take on Puff Daddy. He's had several TikToks go viral on this case.  Reserve your complimentary ticket to the Expat Money Summit! It's the worlds largest offshore event, taking place October 7 -11 entirely online. Learn everything you need to know about crafting your perfect Plan-B - how to quickly acquire a second passport, diversify your finances offshore, invest in international real estate, and get in-depth insights on geopolitics from world-renowned experts. Headline speakers include Dr. Ron Paul, Doug Casey, Scott Horton, Tom Woods, Marc Faber and Tom Luongo. Subscribe to John's Finding Freedom Show solo feed to listen to “Pursuit of Freedom,” which is a new podcast series where John shares the highs and lows of his entrepreneurial journey. Listen and Subscribe on Apple Podcasts and Spotify. Follow the Lions of Liberty: Twitter Rumble YouTube Instagram Telegram Get access to all of our bonus audio content, livestreams, behind-the-scenes segments and more for as little as $5 per month by joining the Lions of Liberty Pride on Patreon OR support us on Locals! Check out our merchandise at the Lions of Liberty Store for all of our awesome t-shirts, mugs and hats! Learn more about your ad choices. Visit megaphone.fm/adchoices

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In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike declares in the foreword to Larry's new book (with that title), it is very rare when a literary work is so perfectly timed to address a situation that is both urgent and critically important.  We are indeed living (and attempting to sell) in a post-trust world. Everywhere you turn there is deep skepticism – and unfortunately, it's deserved. Truly, this is the issue of the day. Artificial intelligence. Deep fakes. Spam. Bots. Add to that the horrendous, annoying, trust-busting approaches causing sellers to come across as the self-absorbed, transactional, uncaring and unprofessional salespeople Larry unapologetically labels as Empty Suits. Listen in as Larry and Mike address topics you haven't heard tackled on this show before. This is one of those episodes you'll likely want to pass along to your sales team! RESOURCES MENTIONED IN THE EPISODE: https://sellinginaposttrustworld.com/ Text the word Trust to 21000 ____________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg