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

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

Show SummaryIn this episode, I am joined by Michelle Knight, author of The Prophet's Anthem: The Song of Deborah and Barak in the Narrative of Judges, which was recently published by Baylor University Press (link below). We talk about how the story of Deborah in Judges 4 relates to the song of Deborah in Judges 5, and how both function as a critical interpretive key to the whole narrative of Judges. We also talk a little about the way Deborah, as a judge, stands out among the others—as an exemplary leader in the history of Israel. Our GuestMichelle Knight is Associate Professor of Old Testament and Semitic Languages at Trinity Evangelical Divinity School. She also serves as Senior Reviewer for the Historical Books for the New Living Translation. Find her book here: https://www.baylorpress.com/9781481321594/the-prophets-anthem/Other Relevant EpisodesThe book of...Judges? with Julian Chike: https://open.spotify.com/episode/6oKFIaMTUGBmFW7kQWZ5bl?si=CzqDe3WzQ8WfpqhtnD04EwTrauma, Resilience, and the Psalms with Rebecca Poe Hays: https://open.spotify.com/episode/0B475O1XqN0hA0795xWCWL?si=gQ4idTWeQqCx9VRP9d316QClimate Change, Preaching, and the Apocalypse of Place with Jerusha Neal: https://open.spotify.com/episode/79uXLCcysx7MHR4DpyIQUR?si=mN8wEoN2QQOe6czbVMMqdQ

Show SummaryIn this enlightening episode, we welcome Anthony Bozzella, head coach of the Seton Hall University women's basketball team, to discuss the nuances and challenges of coaching at the collegiate level. Coach Bozzella reflects on a commendable season, culminating in a respectable 23-10 record and a third-place finish in the Big East, while also addressing the complexities of postseason play and the impact of competitive matchups against powerhouse teams like UConn. He articulates his thoughts on the evolving landscape of women's basketball and the ramifications of the transfer portal, emphasizing the need for strategic roster construction and player development amidst the shifting dynamics of college athletics. Our conversation also delves into the significance of maintaining team chemistry and the importance of fostering lasting relationships with players. As we navigate through these pressing topics, Coach Bozzella's insights illuminate the intricate balance of success and the challenges faced in contemporary collegiate sports.Show DetailsHosts Mike Guidone and Chris Caputo extend a heartfelt welcome to Anthony Bozzella, the esteemed head coach of the Seton Hall University women's basketball team, as they engage in a profound discourse on the evolution of women's basketball within the collegiate sphere. The conversation embarks on a reflective journey through the past season, wherein Coach Bozzella shares insights on his team's commendable performance, culminating in a 23-10 record and a notable third-place finish in the Big East Conference. He articulates the challenges faced in the postseason, particularly the hurdles encountered against formidable opponents such as Creighton, Quinnipiac, and Portland, while emphasizing the resilience and tenacity demonstrated by his players throughout the season. The dialogue further delves into the intricacies of recruiting and player development, spotlighting the remarkable talents of individuals like Jada Eads and Faith Masonis, who have emerged as key contributors to the team's success. Coach Bozzella's candid reflections on the state of women's basketball, coupled with his passionate advocacy for equitable recognition and respect for the sport, resonate profoundly, underscoring the need for continued growth and support in collegiate athletics.Show Takeaways Anthony Bozzella expressed his profound satisfaction with the recent performance of the Seton Hall women's basketball team, highlighting the exceptional camaraderie and talent of his players. During the podcast, Bozzella articulated the challenges faced by women's basketball, particularly in relation to competition against teams like UConn, emphasizing the importance of competitive play for growth. The discussion also underscored the evolving landscape of college basketball, particularly in terms of player transfers and the implications of the NCAA transfer portal on team dynamics. Bozzella candidly addressed the disparities in NCAA tournament selections, particularly the impact of competitive scores against top-tier teams on postseason opportunities for his team. The podcast featured an insightful dialogue about the significance of maintaining player development and team continuity amidst the increasing trend of player transfers in college athletics. Anthony Bozzella's passion for coaching was evident as he reflected on the importance of nurturing young talent and fostering a supportive team environment for long-term success.

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

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

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

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

Colleen Stanley is the founder and president of SalesLeadership, Inc., a sales development firm specializing in emotional intelligence (EQ), consultative selling, and leadership skills. She is the author of three books:

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

Stephen M. R. Covey is a globally recognized speaker and author specializing in trust and leadership. He is the bestselling author of The SPEED of Trust and Trust & Inspire: How Truly Great Leaders Unleash the Greatness in Others. As the former President and CEO of Covey Leadership Center, he helped transform the organization into a global leadership development firm. Covey holds an MBA from Harvard Business School and is the son of the late Stephen R. Covey, author of The 7 Habits of Highly Effective People. His expertise on trust and leadership has influenced organizations worldwide.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Stephen M. R. Covey to explore the critical role of trust in sales and leadership. Covey, a trust expert and bestselling author, shares key insights from The Speed of Trust and Trust & Inspire, emphasizing how sales professionals can intentionally build trust with their clients and teams. The discussion highlights the four key elements of trust—integrity, intent, capabilities, and results—and how these factors shape long-term relationships in sales. Covey also breaks down the difference between motivation and inspiration, urging sales leaders to inspire rather than just motivate. This episode is a masterclass in authenticity, leadership, and relationship-building for sales professionals.KEY TAKEAWAYSTrust is the foundation of sales success – Authenticity, integrity, and alignment between words and actions build strong professional relationships.Self-trust is the first step – Sales professionals must trust themselves before they can earn trust from others.Trust should be intentional – It's not just a byproduct of good relationships; it should be a deliberate and strategic focus.Inspiration vs. Motivation – Leaders should inspire their teams by connecting to purpose and meaning, rather than relying solely on external motivation.Reputation matters – Having a reputation for trust and authenticity creates a lasting competitive advantage in sales.The Mirror Question – Ask yourself, "Do I trust myself? Do I give others a person they can trust?"HIGHLIGHT QUOTES"Trust is the currency of sales." – Stephen M. R. Covey"Make, keep, and repeat commitments to build trust." – Stephen M. R. Covey"Inspiration is the new competitive advantage." – Stephen M. R. Covey"Trust is built intentionally, not accidentally." – Stephen M. R. Covey"Self-trust is the foundation for all trust." – Stephen M. R. Covey

Jamie Diglio is a renowned performance coach and the Founder of inFirst Coaching, with over 20 years of sales leadership experience at top organizations like Gartner, Microsoft, and Slalom. Holding a master's degree in industrial-organizational psychology, Jamie empowers leaders and teams to achieve peak performance by breaking invisible barriers. Her innovative WIN Room programs help high-growth organizations improve sales, boost employee engagement, and drive retention. Jamie's TEDx talk, "From WAR Room to WIN Room: Change Your Room, Change Your Life," has gained widespread acclaim for its transformative insights, cementing her reputation as a leading expert in sales performance coaching.!SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Jamie Diglio, performance coach and author of Moneyball Leadership. Jamie discusses her concepts of the "War Room" and "Win Room," focusing on how leaders can create environments that foster success. She introduces the new definition of ROI—Return on Interaction—and explains how meaningful interactions can lead to tangible business results. The conversation highlights the importance of authenticity, combating burnout, understanding personal strengths, and becoming memorable by being less predictable in sales. Jamie shares actionable tips that sales professionals and leaders can implement immediately to improve relationships, build trust, and drive sustainable success!KEY TAKEAWAYSAuthenticity in Sales: Build trust and stronger relationships by showing up authentically.Combating Burnout: Leaders can prevent burnout by fostering positive environments and focusing on strengths.War Room & Win Room: Shift from reactive “War Room” tactics to proactive “Win Room” strategies for better focus and collaboration.Return on Interaction (ROI): Redefine success by prioritizing high-quality, meaningful interactions over traditional sales metrics.Play to Your Strengths: Understanding and leveraging individual strengths can set sales professionals apart.Memorable Selling: Being less predictable and more authentic helps salespeople stand out and become memorable.! HIGHLIGHT QUOTES"If we're not aware of how we show up, the chances of missing the mark are 75 percent in every interaction.""The more we can get people to embody their true selves, the more they can build trust with anyone.""These are the soft skills that yield the hard dollars.""To win today, you have to be less predictable and more memorable.""Return on interactions—being able to show up authentically—is a fine art.""Self-awareness is where you get the hard dollars."!

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.

Michelle Curran, call sign “MACE,” is a combat veteran and trailblazing former F-16 fighter pilot with 13 years of service in the United States Air Force. As the lead solo pilot for the elite Air Force Thunderbirds from 2019 to 2021, she was the second woman ever to hold this position, inspiring millions with her aerial performances. With 1,500 flight hours, including 163 combat hours in Afghanistan, Michelle's career epitomizes grit, determination, and teamwork.Now the founder of Upside Down Dreams, Michelle shares her action-packed stories and hard-won lessons to help audiences conquer self-doubt, reframe challenges, and achieve their dreams. Featured on The Kelly Clarkson Show and CBS Evening News, she continues to inspire as a speaker, mentor, and advocate."SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Michelle Curran, former F-16 fighter pilot and lead solo pilot for the Air Force Thunderbirds. Michelle, known for her call sign 'MACE,' shares her journey, the importance of authenticity in sales, and how to leverage fear as a superpower. The episode highlights Michele's upcoming book, 'The Flipside.' Michelle discusses the significance of focus, trust, and accountability both in the cockpit and in the sales profession. Listeners also get a heartwarming story of Michelle surprising a young admirer on the Kelly Clarkson Show. This episode is filled with actionable insights for sales professionals and leaders looking to build genuine relationships and trust in their careers.KEY TAKEAWAYSCreating Value in Sales: Effective selling is about genuinely helping and providing value to the customer, not just pitching a product.Importance of Empathy: Empathy is crucial in sales. Understand and align with your customers' needs and perspectives.Active Listening: Great sales meetings involve active listening, where the salesperson speaks less and listens more to understand the customer's challenges.Follow-Up Strategy: Following up with potential clients needs to include adding value in each touch point, rather than just checking in for updates.Becoming an Expert: Knowing your industry, company, and client's business thoroughly can significantly enhance sales effectiveness.Financial Understanding: Understanding your clients' financials and how business decisions impact their P&L and balance sheets is essential for meaningful conversations.Effective Sales Meeting: Break sales meetings into diagnosis and prescription phases – first understand the problem, then present your solution tailored to that problem.Consistency in Outreach: It takes multiple touchpoints to engage a prospect; persistence coupled with value-driven outreach is key.QUOTES“People are pretty quick to pick up on when there's a disconnect there.”“When you focus on how you can deliver the most value to the person you're speaking to, it reduces that anxiety so much.”“There's an opportunity to get judged there. There's an opportunity to fail in front of everyone.”“Consistent accountability eventually just becomes the norm and it gets less scary to people.”“Getting into task-focused mode and having a clear mission helps mitigate fear and distraction.”Learn more about Michelle Curran: LinkedIn: https://www.linkedin.com/in/macecurran/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!Order Larry Levine's book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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

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

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

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

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

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

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

Guest: Scott Jagodzinski, Founder - Argent AlphaGuest Bio Scott Jagodzinski is the founder of Argent Alpha and an advocate for age reversal, longevity and personal development. A transformative CEO, Scott twice led companies to extraordinary success – one to a 9-figure exit, and another from losing $1M to $14M in profit. As co-founder and Chairman of Alchemy365, his leadership helped land the company in the Inc 5000 at (629) in 2019.Show SummaryIn this episode Jon talks with Scott Jagodzinski, founder of Argent Alpha, the company dedicated to making men over 50 “harder to kill”. He challenges the traditional emphasis on physical fitness as the primary path to personal development, instead suggesting that adopting a growth-oriented mindset should take precedence. Through personal anecdotes and practical insights, Scott provides a 5-element roadmap for health and personal transformation. By surrounding oneself with supportive communities and seeking opportunities for continuous learning, individuals can enhance their personal growth while fostering a sense of connection and shared purpose among peers. This episode serves as a compelling reminder of the power of mindset in personal evolution, urging listeners to embrace a comprehensive and positive approach to making your second half the best half.Key Moments01:36 Mind and Body Integration in Fitness09:02 Masogi Challenge Sparks Self-Reflection 19:08 Breakthroughs in Men's Nutrition and Relationships28:23 Individualized Approaches to Diet and Fitness 32:23 Mental Resilience Through Cold Immersion 37:38 Measuring Biological Age and Anti-Aging43:28 Eliminating Obstacles for a Healthy Lifestyle48:39 Shifting Life Trajectory at 50+Connect with Scotthttps://www.linkedin.com/in/jagodzinski/https://hardertokill.beehiiv.com/https://argentalpha.com/Ask Jon Questions / Give Feedback Share your feedback with us: https://www.halftime.network/feedback Join the Conversation Enjoyed the episode? Subscribe to our podcast, leave a review on Apple Podcasts or Spotify and join the conversation on Instagram and LinkedIn with hashtag #HalftimewithJonConnect with Jon LinkedIn: @HalftimewithJon Instagram: @HalftimewithJon X: @HalftimewithJon www.halftime.network

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

Guest: Amy Brown – Co-Host of The Bobby Bones Show & Host of 4 Things with Amy BrownGuest Bio Amy Brown is co-host of The Bobby Bones Show, the #1 Country morning show in the U.S. reaching millions of listeners. Additionally, she hosts the 4 Things with Amy Brown and OUTWEIGH with Amy Brown podcasts, and oversees/produces the Amy Brown Podcast Network, which is dedicated to lifestyle, health and wellness programming. Amy is passionate about raising funds for numerous charitable organizations including St. Jude Children's Research Hospital, TJ Martell Foundation, and the American Red Cross. Amy also supports those in need in Haiti through the sale of Espwa® (which means “hope” in Haitian Creole) branded merchandise, and the signature 4 Things®Custom Tote, with proceeds benefiting the spread of hope throughout Haiti. Show SummaryIn this insightful episode, Amy opens up about her personal journey through a challenging divorce, sharing the emotional resilience and courage it took to navigate the end of her marriage. The episode delves into the transformation that occurs when emotional wounds turn into scars, emphasizing the importance of recognizing toxic patterns, particularly in codependent relationships. Amy and Jon discuss the lasting legacies that relationships leave behind, the critical role of self-awareness in personal growth, and how family dynamics and childhood coping mechanisms can impact adult relationships.As the conversation unfolds, they explore the intricacies of dating at midlife. Amy shares practical insights into expressing needs clearly and confidently, and the challenges men often face with emotional openness. With a focus on embracing personal growth and emotional authenticity, this episode offers a rich tapestry of stories and strategies for navigating the complexities of finding love again in midlife.Key Moments00:28 Navigating Divorce and Public Disclosure02:47 Personal Journey of Healing and Connection09:22 Evolution of Understanding Through Experience15:45 Recognizing if You are a Martyr21:56 Navigating Codependency in Relationships27:30 Navigating the Complexities of Adult Dating 37:13 Healing and Self-Development After Grief40:29 The Weight of Emotional BaggageConnect with AmyX: https://x.com/RadioAmyYT: https://www.youtube.com/channel/UCcAMikzWoORr4FPUe2jdHGwIG: https://www.instagram.com/radioamyFB: https://www.facebook.com/radioamybrownJoin the Conversation Enjoyed the episode? Subscribe to our podcast, leave a review on Apple Podcasts or Spotify and join the conversation on Instagram and LinkedIn with hashtag #HalftimewithJonConnect with Jon LinkedIn: @HalftimewithJon Instagram: @HalftimewithJon www.halftime.network

Jill Schulman is the Founder & Principal of Breakthrough Leadership Group and a passionate leadership development consultant specializing in programs that drive performance. A former Marine Corps officer, Jill began her career in sales management and honed her leadership skills over a decade in the field. Today, she's dedicated to helping others cultivate their own leadership abilities. Known for translating leadership theory into actionable strategies, Jill's diverse background in the military, corporate world, and volunteer organizations makes her a sought-after speaker, coach, and trainer.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jill Schulman, founder of Breakthrough Leadership Group, to discuss the science of bravery in sales. Drawing from her experiences in sales leadership and positive psychology, Jill emphasizes the importance of cultivating a brave mindset, taking proactive actions, and building meaningful connections. She encourages sales professionals to embrace discomfort, develop courage incrementally, and foster trust through genuine relationships.KEY TAKEAWAYSBravery is Cultivated: Bravery can be developed over time with consistent, intentional acts of courage.Mindset Matters: A growth mindset and positive outlook are essential for success in sales.Action is Key: Taking brave, proactive steps is crucial for personal and professional growth.Brave Connections: Building relationships with key influencers can accelerate success in sales.Regret Minimization: Acting bravely now prevents the regret of missed opportunities later.QUOTES TO REMEMBER"It is not because things are difficult that we do not dare, but because we do not dare things that are difficult." — Jill Schulman"Bravery is about doing the right thing, even when it's hard." — Jill Schulman"Sometimes we have to step into discomfort to truly grow." — Jill Schulman"Trust is the currency of sales." — Larry LevineCONNECT WITH JILL SCHULMAN:Jill Schulman's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine's book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Dan Owolabi is the Founding Executive Director of Branches Worldwide, a fast-growing non-profit organization dedicated to investing in high-impact Christian entrepreneurs globally. With 20 years of experience in teaching leadership, Dan is a sought-after keynote speaker and a member of the Global Leadership Summit teaching faculty. He has worked with leaders across more than 15 countries and four continents, helping them clarify their identity and leverage their influence to serve others.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Dan Owolabi about the crucial role of authenticity and self-awareness in sales and leadership. Dan shares insights from his book Authentic Leadership, discussing the importance of understanding both internal and external self-awareness and how these practices impact influence and relationships. The conversation provides practical steps for developing self-awareness and highlights the significance of core values and cultural intelligence in effective leadership. Larry and Darrell also thank listeners for their support of Selling in a Post-Trust World and encourage reviews to unlock exclusive podcast content.KEY TAKEAWAYSAuthenticity in Sales and Leadership: Genuine behavior is essential for building trust and achieving success in sales and leadership.Self-Awareness: Understanding both your internal thoughts and how others perceive you is key to enhancing influence and fostering relationships.Core Values: Identifying and adhering to a few core, non-negotiable values is crucial for maintaining integrity and guiding actions.Cultural Intelligence: The ability to understand and connect with people from diverse backgrounds is vital for effective leadership and sales.Influence and Connection: True influence comes from connecting with others authentically, helping them improve, and building trust through integrity.QUOTES TO REMEMBER"Self-awareness is a lot like trying to read the outside of a bottle from the inside. When you're inside yourself, it's really hard, but if you can ever get outside yourself, if you can understand how people see you, that'll make a huge difference in your life." – Dan Owolabi"To know thyself is to value thyself. And if you really value yourself, you've got to do the heart work (H.E.A.R.T.). It's hard work, but it pays off." – Larry LevineCONNECT WITH DAN OWOLABI:Dan Owolabi's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine's book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Liz Wendling is a renowned sales and business development consultant with expertise in transforming the sales approach for modern professionals. As president of Insight Business Consultants, Liz focuses on helping businesses and individuals refine their sales strategies to connect authentically with clients. Known for her no-nonsense style, Liz emphasizes genuine communication and building trust in sales relationships. She is also a respected author and speaker, offering practical insights and actionable advice to help sales professionals succeed in today's competitive marketplace.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Liz Wendling to explore the power of authenticity in sales communication. Liz shares practical advice on overcoming common challenges in sales emails and follow-ups. She highlights the importance of personalized messaging, engaging directly with clients, and refining sales language to avoid sounding pushy or self-serving. The conversation offers insights on how to ask clients about their preferred communication styles and provides motivation for sales professionals to finish the year strong by focusing on genuine connections. If you want to elevate your sales game, Liz's tips on crafting compelling sales emails will inspire you to sell with heart.KEY TAKEAWAYSAvoid Clichés: Stop using overused phrases like “just following up” that can harm credibility.Define Your Reputation: Focus on what you want to be known for as a sales professional.Refine Your Language: Eliminate self-deprecating or minimizer statements from your communication.Direct Communication: Engage clients with respectful and direct conversations.Follow-Up Preferences: Ask clients how they prefer to stay in touch during meetings.Authenticity Matters: Ensure every message delivers real value and reflects authenticity.Language Matters: Pay close attention to the words you use in emails and interactions to create meaningful impact.QUOTES TO REMEMBER“When you sound like everyone else, you get the same results as everyone else: ignored.” — Liz Wendling“Act like a professional, and do what professionals do.” — Liz Wendling“Your language should catch their attention with business-centric value, not gimmicks.” — Liz Wendling“Declare what you want to be known for and make that your mantra.” — Liz Wendling“You don't need fluff—get straight to the point and the heart of your message.” — Liz Wendling“Ask your clients how they want to communicate moving forward.” — Liz WendlingCONNECT WITH LIZ WENDLING:Liz Wendling's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine's book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

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

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

Jake Thompson is the founder and Chief Encouragement Officer at Compete Every Day, a lifestyle brand dedicated to fostering a competitive mindset for personal and professional growth. As a keynote speaker, author, and performance coach, Jake helps individuals and organizations harness the power of resilience, motivation, and leadership to achieve their goals. Through his work, Jake inspires people to embrace competition as a way to drive continuous improvement and achieve success in all aspects of life.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy engage in an inspiring conversation with Jake Thompson, founder of Compete Every Day. Together, they explore the vital role of a competitive mindset in sales and how cultivating resilience, motivation, and authenticity can lead to long-term success. Jake shares strategies for overcoming the comparison trap, building mental toughness, and fostering healthy competition within sales teams. This episode is packed with actionable insights to help sales professionals navigate challenges, embrace a growth mindset, and focus on relational selling for lasting impact.KEY TAKEAWAYSResilience Training: Learn how to build resilience by handling rejection, sticking to a process, and bouncing back after setbacks.Healthy Competition: Discover how to encourage healthy competition within teams by focusing on process praise, gamification, and leveraging team dynamics.Overcoming Comparison Syndrome: Gain insights into managing the negative effects of comparison, which is often amplified by social media.Coaching and Mentorship: Understand the role of sales leaders in sharing their experiences and providing continuous coaching to help their team develop.Long-Term Success: Embrace a mindset that values relationships and consistent effort over quick, transactional wins.Daily Routines for Success: Learn how to structure your day into productive quarters to stay focused and resilient in the face of challenges.QUOTES TO REMEMBER"We must move from a transactional sale to a relational sale.""It's all about relationships and building them for the long term.""Resilience is built in struggle.""How are you competing every day—with your fears, doubts, insecurities, and rejections?""Sales is a full-contact sport. You're going to get knocked down, but you have to pick yourself back up.""Be consistent and hold yourself radically disciplined to make sure it happens."WHY YOU NEED TO LISTEN:This episode is packed with practical strategies for cultivating a competitive mindset that helps sales professionals thrive in tough environments. Whether you're looking to boost your mental toughness, develop resilience, or improve your sales performance, Jake Thompson's advice will inspire you to compete with yourself and drive long-term success in your sales career.FOLLOW THE CONVERSATIONJake Thomposon's LinkedIn. 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

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

Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.SHOW SUMMARYIn this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany's actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.KEY TAKEAWAYSAuthenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.Creating Demand: Go beyond rapport-building by identifying and amplifying your customer's pain points, creating a compelling need for your solution.Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.Overcoming Hesitancy: Don't shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.QUOTES TO REMEMBER"When you shine the light on others, watch how fast they start to open up.""Being yourself is not enough. It's important, but it's more than being yourself.""The sales process makes us think about what it is to be the customer and not to take things personally.""Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."FOLLOW THE CONVERSATIONBethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/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

Send us a Text Message.Show SummaryIn this exciting episode of Fishing for a Reason, we're joined by John Beath, the innovative mind behind SquidPro Tackle. Recorded live from John's boat, this episode offers a unique blend of real-time fishing action and expert advice. John shares his journey from fishing enthusiast to tackle entrepreneur and provides listeners with actionable tips to level up as both a salmon fisherman and targeting halibut this Summer. Whether you're new to fishing or a seasoned pro, John's insights are sure to enhance your experience on the water.Watch the full episode on YouTube: CLICK HERE TO WATCHAbout Today's GuestJohn Beath is the founder of SquidPro Tackle and one hell of a fisherman. His company is known for its innovative fishing gear tailored to do what it's meant to do - entice the bite! With decades of experience, John has become a respected voice in the fishing community, offering seminars, writing for top fishing publications, and even setting a world record for Chinook salmon. His passion for fishing and commitment to developing high-quality tackle have made him a go-to expert for anglers looking to up their game.What Listeners Will LearnLive Fishing Demo: Watch and learn as John catches 2 fish live during the podcast recording.Pro Fishing Tips: Discover how John adjusts his tactics based on how the fish are responding to create a more successful outing.Tackle Innovation: Learn about John's unique tackle designs, including his infamous “Black Beauty” flasher and how underwater observations influenced his gear design.Memorable Fishing Stories: Hear about John's most memorable catches, including his world-record Chinook salmon.Resources and Links Referenced in the ShowSquidPro Tackle: Explore John's innovative fishing gear at SquidLures.com.Halibut Chronicles: Learn more about halibut fishing at HalibutChronicles.com.Halibut.net: Get valuable insights and resources for halibut fishing at Halibut.net.Follow John on YouTube: Watch John's instructional videos and live fishing action on his YouTube Channel.Thank you for tuning in! Be sure to subscribe to Fishing for a Reason on your favorite podcast platform so you never miss an episode and give us a 5 Star rating if you enjoyed the show. That is the best way to support this podcast and get it out to more fish-nerds like us. Happy fishing!

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

SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy discuss the official launch of Larry's new book, 'Selling in a Post-Trust World.' They delve into the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits in building trust in today's sales environment. Larry urges listeners to pre-order the book from Barnes and Noble to help gain broader distribution and offers exclusive access to a 12-episode private podcast diving deeper into each book chapter. They also share success stories and emphasize the critical nature of trust in sales, providing practical insights for sales professionals to thrive in a skeptical market.KEY TAKEAWAYSTrust is the Foundation of Sales Success: Without trust, no sale can be made. Building trust quickly and authentically is crucial in a world where buyers are more skeptical than ever.Authentic Relationships Matter: Know your clients beyond the surface level. Understanding them personally and professionally is key to forming lasting bonds that lead to successful sales.Soft Skills Yield Hard Dollars: Mastering people skills and relationship-building can significantly impact your sales results by bridging the trust gap with clients.Practical Trust Formula: The episode introduces a simple yet effective trust formula that sales professionals can apply immediately to enhance their credibility and connection with clients.Exclusive Bonuses for Pre-Orders: Listeners are encouraged to pre-order Selling in a Post-Trust World to gain access to a private podcast series that dives deeper into each chapter of the book.QUOTES"In order to sell from the heart, you've got to give a rip—about yourself, your clients, and the value you bring to the table." – Larry Levine"Trust is the currency of sales. Without it, your deals are just numbers stuck in a pipeline." – Darrell Amy"We need to shine the light on our clients, not on ourselves. It's about making it ‘we,' not ‘me.'" – Larry LevineLearn 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 Preorder '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

Send us a Text Message.Show SummaryIn this episode of the Fishing for a Reason podcast, host Jamie Propst takes listeners behind the scenes of salmon derbies, with a special focus on the upcoming Resurrection Derby. From the excitement of signing up and the camaraderie of competition to the thrill of the catch, Jamie shares personal stories and insights that highlight the unique experience of participating in a salmon derby. This episode is packed with tips, community spirit, and everything you need to know to get ready for the Resurrection Derby on August 16-17, 2024.What Listeners Will LearnThe Thrill of the Derby: What it's like to participate in a salmon derby, from planning to the final weigh-in, to winning a massive check!Community and Camaraderie: How salmon derbies foster a sense of community and friendly competition.Preparation Tips: Essential advice on preparing for the Resurrection Derby, including gear, strategy, and teamwork.Derby Details: Key information about the Resurrection Derby, including dates, prizes, and how to sign up.Resources Referenced in the ShowResurrection Derby Information: Link to Derby DetailsBuy Your Derby Ticket Here: Link to Buy a Ticket (Limited number remaining!)Previous Episode with Karey Small: Link to Episode 4Anglers Unlimited Gold Membership (20 Spots, closes Saturday 810/24): Become a Founding Member!!Anglers Unlimited YouTube Channel: Link to videoWe hope you enjoy this deep dive into the exciting world of salmon derbies. Don't forget to tune into the full episode and prepare for an unforgettable fishing adventure!

With over 15 years of experience, Kristie Jones has dedicated her career to helping small and mid-size companies grow their revenue. Her passion lies in bringing visions to life by driving growth for teams, individuals, and companies. Kristie specializes in new business development, retaining and upselling existing customers, and sales management, primarily working with small and mid-sized SaaS companies, whether privately held or funded.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy discuss the transformative power of authentic relationships and trust in sales. Larry introduces his new book, 'Selling in a Post-Trust World,' and emphasizes the importance of supporting the launch by obtaining advanced reader copies. The hosts are joined by Kristie Jones, a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.KEY TAKEAWAYSKnow Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.QUOTES"Do the right thing and the right things will happen.""Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5.""Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better.""Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers.""It's not just about selling; it's about selling from the heart."Learn more about Kristie Jones: LinkedIn: Kristie JonesLearn more about Darrell and Larry: Darrell's LinkedIn: Darrell Amy Larry's LinkedIn: Larry Levine Website: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

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

Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian discusses his book 'Selling in a Post-Trust World' and shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.KEY TAKEAWAYSAI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.QUOTES"You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it.""Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes.""AI should understand your voice and point of view. It should enhance your communication, not replace it.""Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful.""We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."Learn more about Adrian Chenault: LinkedIn: https://www.linkedin.com/in/adrianchenault/ Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and 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

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