Podcasts about selling from the heart

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.” 

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."

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

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

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

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:

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."!

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.

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

This week, I'm joined by Hayley, aka The Zesty Blonde, a multiple six-figure business coach. In this episode, we dive into Hayley's journey from childhood entrepreneurial grit to leaving corporate to launch her business, why feminine leadership is the key to success, and how she's redefining wealth and freedom as a mother, mentor, and movement leader. We cover: How Hayley launched her coaching business The biggest lessons from her pivot from agency life to building Zesty Blonde Why embracing rejection and failure is a necessary part of success and how to deal with rejection The power of feminine leadership and why it's essential for women looking for purpose Actionable strategies for embodying freedom, magnetism, and trust in business ✨ PS: Sign up for the Female Leadership Summit! DM me "SUMMIT" on IG ⁠@suzannasspace⁠ Connect with Hailee on IG @zestyblonde Hailee's freebie: The ORGANIC MARKETING SYSTEM that has made me over 7 figures & now helps my clients make consistent 10-30k months + sell out their high ticket offers with ease: https://www.thezestyblonde.com/moneymoves

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

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

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

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

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

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

When you think about it, leadership and sales have a lot in common. For example, both require the ability to build trust quickly. In this value-packed episode, Larry Levine shares ideas from his new book, Selling In a Post-Trust World, that apply to leaders and salespeople alike. Larry is also the international best-selling author of Selling from the Heart and the co-host of the award-winning Selling from the Heart Podcast.  In a world where it can be hard for salespeople to create trust, 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.  You'll discover: The importance of identifying your WHY to have the greatest possible influence and impactWhy the ability to create authentic relationships must begin with being authentic with yourselfHow you can create an inspirational experience for your team members and your clientsThe power of learning what your unique “secret sauce” is and using it consistentlyWhat you can learn when you're curious and not making assumptionsCheck out all the episodesLeave a review on Apple PodcastsConnect with Meredith on LinkedInFollow Meredith on TwitterDownload the free ebook Listen Like a Pro

Simon Hares is the founder and lead trainer at SerialTrainer7, a training and development consultancy. He specializes in sales training, leadership development, and coaching. With a background in sales and management, Simon provides tailored training solutions to help businesses improve their sales performance and develop their leadership capabilities. He is known for his engaging training style and practical approach to skill development. SHOW SUMMARYIn this insightful episode, hosts Larry Levine and Darrell Amy are joined by Simon Hares, founder of SerialTrainer7, to explore how the principles of hospitality can significantly enhance the sales experience. Simon shares how applying core hospitality values, like care and attentiveness, can lead to exceptional client experiences and improved sales performance. KEY TAKEAWAYS The Intersection of Sales and Hospitality: Learn how principles from the hospitality industry, such as ultimate care and attentiveness, can be applied to sales to create better client experiences. Client Anticipation and Trepidation: Understand the psychological stages clients go through during the sales process and how to address their needs and concerns effectively. Sales Inspections: Explore the importance of allowing clients to "inspect" your offerings and how to confidently handle their queries and objections. Hospitality's Five Pillars: Delve into the five pillars of hospitality—anticipation, trepidation, inspection, fulfillment, and evaluation—and their relevance to the sales process. QUOTES “The role of a salesperson is to give the client exactly what they want and more of what they didn't realize they needed.” “When you shine the light on others, watch what starts to happen.” “Hospitality shares a word with hospital and hospital is defined as ultimate care.” “Clients want to do the same fact-finding with us that we do with them.”FOLLOW THE CONVERSATIONSimon Hares LinkedInLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Meet Lyndsay Dowd, a powerhouse business coach and keynote speaker known for her passion and expertise in transforming leadership and organizational culture. With over 23 years at IBM, Lyndsay led high-performing sales teams, earning accolades like Top 10 Coach from Apple News, 2023 Award for Innovation and Excellence, and Business Coach of the Year. Following an unexpected career pivot, Lyndsay founded Heartbeat for Hire, where she now helps organizations create vibrant, positive cultures that drive success. As the host of the globally ranked Heartbeat for Hire podcast, Lyndsay captivates audiences with her dynamic approach, inspiring stories, and actionable leadership advice.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Lyndsay Dowd to reveal the secrets behind creating positive organizational cultures that inspire and motivate. Drawing on her extensive experience in sales leadership and business coaching, Lyndsay shares game-changing strategies for fostering trust, leading with heart, and building a culture where people thrive. From actionable insights on listening tours to the power of empathy in leadership, this episode is packed with practical tips that will help you transform your team dynamics and elevate your business results.KEY TAKEAWAYSHeart-Centered Leadership: Discover how leading with authenticity and integrity can revolutionize your workplace, directly impacting your team's performance and client satisfaction.Listening Tours for Leaders: Uncover the powerful impact of truly listening to your team to build trust and create a culture of openness and support.The New Power Skills: Empathy, communication, and integrity are no longer “soft skills”—they are critical power skills that build strong, lasting relationships in business.Cultural Impact on Success: Learn how a positive and trust-filled culture boosts employee satisfaction, productivity, and client outcomes.Authenticity in Sales: Stand out in complex sales environments by leading with heart and building genuine connections that foster long-term success.QUOTES TO REMEMBER"Integrity will always keep you at the top of the totem pole.""The best sellers and leaders do this deep within their spirit—it's a game changer.""When you lead with heart, you build relationships that people want to invest in.""The way you treat your people has a direct impact on how they treat your clients."FOLLOW THE CONVERSATIONLyndsay's Dowd LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern California's Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.SHOW SUMMARYIn this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.KEY TAKEAWAYSAuthenticity in Sales: Authenticity isn't just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.QUOTES"The best sellers on the planet just care differently than everybody else.""You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible.""If we're in the people business, then you have to give a rip about people in many different ways.""The greatest salespeople are great because of what they're thinking, not just what they're doing."FOLLOW THE CONVERSATIONGarrett Brown's LinkedIn: https://www.linkedin.com/in/garrettjbrown/Colin Coggins's LinkedIn: https://www.linkedin.com/in/colincoggins/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Stephanie Chung is an accomplished executive and trailblazer in leadership, business development, and customer experience management. With a rich background in the aviation and luxury sectors, she's known for driving innovation and fostering high-performing, inclusive teams. Stephanie's strategic vision and leadership skills have led to remarkable growth in her career, making her a sought-after speaker and thought leader. Her passion for mentoring and empowering others shines through in her work as she inspires teams and clients alike.SHOW SUMMARYIn this must-listen episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome the brilliant Stephanie Chung. Renowned for her expertise in neuroscience and leadership, Stephanie brings fresh insights from her groundbreaking book, Ally Leadership: How to Lead People Who Are Not Like You. Together, they explore the power of conversational intelligence and the science behind building trust in today's complex sales environment. Stephanie's unique approach, combining neuroscience with sales strategy, provides practical, actionable tips for professionals seeking to enhance their client relationships and lead more effectively.KEY TAKEAWAYSUnderstanding Trust in Sales: In a post-trust world, authenticity is key. Sales professionals must prioritize genuine connections to establish trust with clients.Neuroscience in Sales: Unlock the brain's potential in sales with neuroscience techniques that create deeper, more meaningful engagement with clients.Ally Leadership Framework: Learn how to navigate today's diverse workforce with the “ALLY” framework—Ask, Listen, Learn, and take Action.Multi-Generational Leadership: Discover strategies for leading and motivating teams across five generations, creating a psychologically safe environment for all.Curiosity and Continuous Learning: Stay ahead in sales and leadership by cultivating curiosity and adapting to the unique needs of clients and team members alike.QUOTES TO REMEMBER"Selling is for losers—we solve problems. The goal isn't just to sell, but to understand and address the real issues customers face.""Authenticity and trust are paramount in today's sales environment. It's not about quotas; it's about making a genuine difference in your customers' lives.""Leadership is about influence. Every sales professional has the opportunity to lead, uniting the team behind a common purpose where everyone wins." – Darrell Amy"You don't call yourself an ally—your actions earn you that title from those you lead." FOLLOW THE CONVERSATIONConnect with Stephanie Chung:  Stephanie's LinkedInLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

David Alcott is a seasoned professional in the field of sales and business development. With over 20 years of experience, he has honed his expertise in creating and implementing revenue growth strategies for various organizations. David is particularly known for his work in the B2B sector, where he has successfully led teams to achieve significant sales targets and foster long-term client relationships. He is also a noted speaker and author, contributing valuable insights on topics such as sales techniques, customer engagement, and strategic planning. Throughout his career, David has been associated with various initiatives and companies, consistently demonstrating his commitment to driving growth and innovation in the sales industry.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by David C. Alcott, founder, president, and CEO of Samurai Success. The conversation centers on bringing authenticity and trustworthiness to the sales profession. Highlights include celebrating the success of Larry's book 'Selling in a Post-Trust World,' the importance of inward self-work for meaningful sales success, and David's insights on integrating spirituality and authenticity in sales. Listeners will gain practical strategies for aligning personal values with professional actions to create richer, more genuine client relationships.KEY TAKEAWAYSAuthenticity in Sales: True success in sales comes from being authentic and showing up fully in every interaction. This involves deep inner work and a commitment to aligning your actions with your true self.The Role of Frequency: Sales professionals emit a frequency or energy that others can sense. Being aware of your frequency and working on it is crucial to creating trust and building authentic relationships.Inner Work is Key: Before focusing on sales strategies, it's essential to work on yourself. This includes understanding and addressing your emotional and mental states, as these directly influence your sales outcomes.Resilience Against Negative Energy: Sales can be a rollercoaster, with frequent rejections and challenges. Developing strategies to maintain a positive frequency throughout the day, even in the face of adversity, is vital.The Inward Turn: Success in sales is not just about external tactics but about turning inward and ensuring you are in the right state of mind and heart before engaging with clients.QUOTES"If you want to make sure there's brownies at the holiday party, bring the brownies. The same goes for sales—bring your full self, complete and authentic, to every interaction.""Sales isn't just about closing deals; it's about showing up with the right energy, frequency, and authenticity that others can feel and trust.""Strategies only take you so far; it's your beliefs and the inner work you do that truly drive your success in sales."Learn more about David OlcottLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Discover how to transform transactions into lasting partnerships with Dr. Cindy McGovern!ABOUT THE GUESTMeet Dr. Cindy McGovern, also known as the "First Lady of Sales." Dr. McGovern is a renowned sales and leadership expert, speaker, and author. She is the founder of Orange Leaf Consulting, which helps businesses boost their sales performance. Her book, "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work," reveals how everyone, regardless of their role, can leverage sales skills to succeed.As a sought-after speaker, Dr. McGovern shares her wisdom on sales and leadership at conferences and corporate events worldwide. Her focus on relationship-building, effective communication, and understanding customer needs is transformative for individuals and organizations alike.SHOW SUMMARYJoin Larry Levine and Darrell Amy in this exciting episode of the Selling from the Heart podcast as they sit down with Dr. Cindy McGovern. Dubbed the 'First Lady of Sales' and Wall Street Journal bestselling author, Dr. Cindy delves into the essence of authenticity and trust in sales. Discover the journey from 'Transactionships' to meaningful partnerships and how to deepen connections for greater success. Celebrate the success of 'Selling in a Post-Trust World' and learn how you can get early access to this game-changing book.KEY TAKEAWAYSAuthenticity in Sales: Being genuine is key to building client trust.Personal Branding: Align your personal brand with your true self.Communication Matters: Every interaction builds or erodes trust.Planning and Authenticity: Combine strategic planning with authenticity for successful sales interactions.Transactional to Partnership: Shift from transactional relationships to trust-based partnerships.Internal Trust: Build internal trust to effectively cross-sell and provide comprehensive client solutions.QUOTES"Selling from the heart can sometimes mean walking away if it's not right.""If you want to have a never-flowing sales funnel, you've got to build a never-flowing relationship funnel.""Every interaction is a transaction of trust.""You're responsible for how you show up.""Move from transactional relationships to partnerships by deepening trust and being authentic."CONNECT WITH DR. CINDY MCGOVERNLinkedInCONNECT WITH DARRELL AND LARRYDarrell's LinkedInLarry's LinkedInSelling from the Heart WebsiteGET THE NEW BOOK!Discover how to sell more without destroying your relationships and reputation.Pre-order at B&N and get access to Bonus Items! Get your Selling in a Post-Trust World copy here.ORDER NOWVisit Barnes & Noble to preorder the rerelease of Selling from the Heart. Order your copySUBSCRIBE TO OUR YOUTUBE CHANNEL!Don't miss out on more insightful content. Subscribe now!

Welcome to another engaging episode of the Selling from the Heart podcast!

Welcome to another insightful episode of the Selling from the Heart podcast!

Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.SHOW SUMMARYIn this engaging episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding what's at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.KEY TAKEAWAYSImportance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.QUOTES"Story is the language of the heart, and it's where trust is built and sustained." – Darrell Amy"We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." – Stephen Steers"You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." – Larry Levine"A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." – Stephen Steers"If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." – Stephen SteersLearn more about Stephen Steers:LinkedIn: https://www.linkedin.com/in/stephen-steers/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

In this episode, we explore the intersection of autism advocacy and the mattress industry with Doug Krinsky, Founder of Ante 4 Autism and Beat Autism Now. With over 40 years of experience in the mattress industry, Doug shares insights from his extensive career, including his role as Director of Sales at 3Z Brands. Join us as we uncover Doug's journey in both business and autism awareness, highlighting his efforts to make a difference through education and support initiatives.  

Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.KEY TAKEAWAYSPersonalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.QUOTES"When you shine the light on the person or the people sitting in front of you, they'll shine the light right back.""People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship.""As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."Learn more about Richard Weylman: LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor's degree in Kinesiology and a master's degree in Public Health, specializing in worksite health promotion.However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.KEY TAKEAWAYSAuthentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.Pausing is essential; it interrupts reactivity and allows for intentional actions.Identifying and living by core values helps in making tough decisions and maintaining alignment.Grounding oneself in core values enables facing difficult situations with integrity and authenticity.QUOTES"Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting.""We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm.""We're hardwired to avoid discomfort, but disruption is where we grow and evolve.""Our childhood self is running the show, reacting to triggers from past experiences.""Once you're grounded in your values, it's easier to face the cringiness of self-exploration."Learn more about Rosie Ward, Ph.D.: LinkedIn: https://www.linkedin.com/in/rward/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.KEY TAKEAWAYSEmbracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.QUOTES"Selling from the heart means serving more people and helping those who can't necessarily help you.""You cannot control the outcomes; you can only control the inputs.""The more you learn, the more you earn. Continuous self-improvement is key.""Authenticity and sincerity are the foundations of trust in sales.""Transform personal challenges into superpowers by changing your mindset."Learn more about Niraj Kapur: LinkedIn: https://www.linkedin.com/in/nkapur/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.KEY TAKEAWAYSPreparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.QUOTES"Half of your success in sales comes from the work you do when you're not in front of the customer.""Invest your sales time where it will get the best return on investment.""Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully.""In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."Learn more about David Kahle: LinkedIn: https://www.linkedin.com/in/davekahle/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:

James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.KEY TAKEAWAYSSincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.QUOTES“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.” “You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer” Learn more about James Muir: LinkedIn: https://www.linkedin.com/in/puremuir/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dr. Deborah Rozman, President and co-CEO of HeartMath Inc., has been a key leader since 1991, advancing the mission to create a more resilient and heart-centered world. HeartMath's programs offer scientifically validated techniques for emotional self-regulation and energy management, promoting health, resilience, and enhanced intuition. Dr. Rozman co-authored the Transforming book series and "Heart Intelligence," emphasizing heart-based guidance for effective decision-making. As a spokesperson, she advocates for heart intelligence in media, interviews, and keynote addresses, addressing personal, social, and global well-being. Dr. Rozman also contributes to the Advisory Board of the Transformative Technology Lab and HeartMath Institute's Scientific Advisory Board and Global Coherence Initiative Steering Committee. She is known for her role in developing award-winning technologies like emWave® and Inner Balance™ for heart-brain coherence.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy dive into the transformative power of heart-based selling with special guest Deborah Rozman, President and CEO of HeartMath Institute. They explore how aligning the heart, mind, and emotions can revolutionize your sales approach, boost performance, and reduce stress. Deborah shares insights from HeartMath's extensive research and introduces practical techniques to achieve heart coherence, making every sales interaction more genuine and impactful.KEY TAKEAWAYSHeart-Based Selling: Understand the importance of authenticity and trust in sales and how connecting through the heart can enhance relationships with customers.The Science of Coherence: Learn about the scientific basis of heart coherence and its impact on the brain, emotions, and overall well-being.Practical Techniques: Discover a simple yet powerful technique to achieve heart coherence, which can be used before, during, and after-sales interactions to maintain focus and reduce stress.Real-World Applications: Hear how sales professionals can integrate heart-focused breathing into their daily routines to improve their interactions and overall sales performance.Emotional and Physiological Benefits: Explore the broader benefits of heart coherence, including improved sleep, reduced anxiety, and better decision-making.QUOTES"Simplicity is crunched complexity. If things weren't simple, we'd never get there.""Life is fulfilling when you connect in the heart with whomever you're interacting with.""When you establish heart resonance, you intuitively know what to share and how to position what you have to sell.""Creating a coherent, resonant vibration by heart-focused breathing with love, care, kindness, or appreciation establishes resonance with the other person.""Incoherence is an expensive habit. Anxiety and stress can cost you dearly in sales performance."Learn more about Deborah Rozman: LinkedIn: https://www.linkedin.com/in/deborahrozman/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out'. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.KEY TAKEAWAYSAuthenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.QUOTES"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order.""If buyers are talking to you, it's because they need to. So you need to figure out what they need from you.""Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."Learn more about Andy Paul: LinkedIn: https://www.linkedin.com/in/realandypaul/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

ABOUT THE GUEST(S)Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.KEY TAKEAWAYSSales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.QUOTES"Selling from the heart is just being a person talking to another person." - Gretchen Gordon"You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen GordonLearn more about Gretchen Gordon: Gretchen's LinkedIn: https://www.linkedin.com/in/gretchengordonbraveheart/The Happy Sales Manager Website: https://www.thehappysalesmanager.com/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Former corporate senior leader Dustin Dale is a professional keynote speaker, executive leadership trainer, and bestselling author whose life mission was redefined on November 21, 2021. Dustin was told that he was headed toward death from an autoimmune disease. In four days, Dustin realized his mission still needed to be finished. During his many treatment sessions in an oncology department, Dustin wrote his first best-selling book, ""Learn to Lead by Serving,” where he shares his knowledge and experience of 10 years leading over 1,000 teams and more than 3,500 persons for major corporate companies.Dustin has developed leaders worldwide by inspiring stronger cultures and creating servant leaders. He has also become an example of faith through his powerful testimonial. Dustin brings an authentic and inspiring message about what it is meant to become a servant leader. Delivering this message across corporations, universities, and all industries have created a ripple effect for future leaders to succeed!SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.KEY TAKEAWAYSAuthenticity and Trust: Genuine connection fosters trust, which is essential in today's post-COVID world.Self-Discovery: Understanding oneself is crucial for effective leadership and salesmanship.Leadership Shadow: Leaders must be aware of their reputation and the impact they have on others.Circle of Success: Surround yourself with individuals who challenge and elevate you.Transparent Conversations: Honest communication builds credibility and fosters growth.Building Trust: Consistently providing value and nurturing relationships is key.Morning Routine: Starting the day with self-care and focus prepares you to serve others effectively.QUOTES"Selling from the heart is the true connection point between solution and authenticity, where trust is found.""The longer a problem stays a problem, the more debt you pay on it.""Servant leadership is not about doing the job of your teams, but about helping them and fostering connection.""Your reputation is your leadership shadow, invisible yet powerful."Learn more about Dustin Dale: LinkedIn: https://www.linkedin.com/in/dustindaleservantleader/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prereleasePlease visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Jean-Claude (JC) Larreche is Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus at INSEAD. His book The Momentum Effect: How to Ignite Exceptional Growth, published by Pearson, was named the 4th Best Book of the Year by Amazon USA in its Business and Investing category. It has been translated into several languages.Building on his research in The Momentum Effect, Professor Jean-Claude (JC) Larreche currently works on developing “leadership talents for powering growth” on a global scale. He has designed the learning simulation DiG (Discovery, Innovation, and Growth) which is currently available in six languages (English, French, Spanish, Russian, Chinese, and Korean) and is offered internationally by a network of local certified DiG instructors. The research objective of the simulation is to test if the leadership skills for growth are different in a variety of contexts (country, industry, the size of company…) and to explore if personal development approaches have to be adapted accordingly.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.KEY TAKEAWAYSUnderstanding the evolution of sales transformations: from product pushing to solution selling to value capture selling.The importance of vulnerability in sales leadership and the challenge of bridging from one person's heart to another's.The significance of corporate value drivers: profitability, market share, and customer satisfaction.Developing competencies for long-term success: juggling multiple objectives, leadership, empathy, and business acumen.Bridging the gap between top management and the sales force for mutual respect and strategic alignment.QUOTES"When you talk from the heart, it's from the heart of one person to the heart of another person.""The deep root cause of short-term vision in sales is the lack of respect that top executives have for the sales force.""Salespeople are not just selling; they're managing a business."Learn more about Jean-Claude (JC) Larreche: LinkedIn: https://www.linkedin.com/in/jclarreche/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation. Discover how to build trust quickly with prospects and clients. Get your autographed advanced reader's editions now! Please visit https://sellinginaposttrustworld.com/Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.KEY TAKEAWAYSSlowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.QUOTES"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate.""Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust.""If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Tune in for an exciting announcement on this special episode of the Selling From the Heart podcast!

ABOUT THE GUEST(S)With a decade of experience as an author, speaker, coach, and trainer, Carole Mahoney assists entrepreneurs, founders, and salespeople like you in growing your businesses through a collaborative and science-based sales approach. Her upcoming book, "Buyer First: Grow Your Business with Collaborative Selling," unveils the groundbreaking method for achieving sales success that she employs with her clients daily, drawing insights from the experiences of 2.3 million salespeople.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carole delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carole shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.KEY TAKEAWAYSSales professionals should prioritize understanding and addressing the needs of buyers.Collaborative selling involves active listening, asking open-ended questions, and fostering genuine connections with buyers.Building trust is crucial in sales and requires authenticity, transparency, and a buyer-centric mindset.Sales origin stories influence beliefs and attitudes toward sales, and introspection and reframing can lead to personal and professional growth.Deep inner work not only enhances sales effectiveness but also contributes to personal development and character building.QUOTES"Selling from the heart is about putting your intentions to be other-focused first.""Amazing things start to happen when you stop shining the spotlight on yourself and shine it on the other person.""Trust isn't built on people liking you; it's built on telling the absolute truth."Learn more about Carole Mahoney: LinkedIn: https://www.linkedin.com/in/carolemahoney/Buyer First Book: https://carolemahoney.com/books/buyerfirstbook/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass