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2 episodes with why institute
2 episodes with why institute
2 episodes with why institute
2 episodes with why institute
Are you living the life you were meant to lead? On this week's episode of Get Yourself Optimized, we delve into personal and professional transformation with Dr. Gary Sanchez, the founder of the WHY Institute. Gary transformed a successful dental career into a global mission to help people discover their intrinsic motivations through his unique WHY Operating System. In just eight minutes, you can reveal your innate purpose and align every facet of your life towards achieving it. Discover how aligning with your WHY shapes decisions and drives success. Listen to Gary's incredible journey of survival and reinvention. Take this opportunity to step into the life you were destined for. Tune in to empower your next move! The show notes, including the transcript and checklist to this episode, are at getyourselfoptimized.com/503.
In this episode of The Big Success Podcast, Brad Sugars interviews Dr. Gary Sanchez, about the power of discovering your "why" and how it influences personal and professional success. Dr. Sanchez shares his journey from dentistry to purpose-driven coaching, detailing how understanding his own "why" transformed his career and life. He discusses the importance of identifying one's WHY Operating System (YOS), which includes the "why," "how," and "what" that drive an individual's decisions and actions.About Dr. Gary Sanchez:Dr. Gary Sanchez is a visionary entrepreneur, speaker, and founder of the WHY Institute, dedicated to helping individuals and businesses discover their true purpose. A former dentist turned purpose strategist, he developed the WHY Operating System (YOS) to provide people with a clear framework for understanding their motivations and aligning their lives with their passions. His work empowers professionals to communicate their value effectively, build stronger brands, and create meaningful success.Learn more: https://whyinstitute.com/About Brad SugarsInternationally known as one of the most influential entrepreneurs, Brad Sugars is a bestselling author, keynote speaker, and the #1 business coach in the world. Over the course of his 30-year career as an entrepreneur, Brad has become the CEO of 9+ companies and is the owner of the multimillion-dollar franchise ActionCOACH®. As a husband and father of five, Brad is equally as passionate about his family as he is about business. That's why, Brad is a strong advocate for building a business that works without you – so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road. But if you can learn from those who have gone before you, it becomes a lot easier than going at it alone.Please click here to learn more about Brad Sugars: https://bradsugars.com/Learn the Fundamentals of Success for free:The Big Success Starter: https://results.bradsugars.com/thebigsuccess-starter
What if the key to success isn't just knowing what you do, but why you do it? In this episode of The Big Success Podcast, Brad Sugars sits down with Dr. Gary Sanchez, founder of the WHY Institute, to uncover the power of discovering your "why." From his journey as a dentist to becoming a leader in purpose-driven coaching, Dr. Sanchez reveals how understanding your WHY Operating System (YOS) can transform your career, relationships, and life. Whether you're searching for clarity, struggling with direction, or looking to elevate your business, this episode will give you the tools to unlock your full potential. Don't miss this eye-opening conversation—because when you know your why, everything else falls into place. About Brad SugarsInternationally known as one of the most influential entrepreneurs, Brad Sugars is a bestselling author, keynote speaker, and the #1 business coach in the world. Over the course of his 30-year career as an entrepreneur, Brad has become the CEO of 9+ companies and is the owner of the multimillion-dollar franchise ActionCOACH®. As a husband and father of five, Brad is equally as passionate about his family as he is about business. That's why, Brad is a strong advocate for building a business that works without you – so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road. But if you can learn from those who have gone before you, it becomes a lot easier than going at it alone.Please click here to learn more about Brad Sugars: https://bradsugars.com/Learn the Fundamentals of Success for free:The Big Success Starter: https://results.bradsugars.com/thebigsuccess-starter
Send us a textEver wondered how to navigate the emotional journey from a bustling household to an empty nest? Join us on the Quarterback Dadcast as we welcome Gary Sanchez, the ingenious mind behind the WHY Institute and host of the Beyond Your Why podcast. Gary shares his heartfelt experiences of fatherhood, highlighting meaningful moments with his daughters and the poignant send-off as they embarked on their college adventures. Our conversation touches on the importance of maintaining strong family bonds and a positive outlook, even as life transitions challenge us to adapt and grow.Understanding the diverse identities of our children can be a game-changer in guiding them toward informed decisions. Gary candidly reflects on his personal journey of self-discovery, contrasting it with his daughters' unique paths—one marked by uncertainty and the other by confident purpose. We explore how these differing experiences have shaped their development and decision-making processes, emphasizing the critical role of nurturing individuality and curiosity. The insights offered in this discussion extend beyond fatherhood, offering valuable lessons for personal and professional relationships alike.Gary's transformative journey from dentistry to founding the WHY Institute is nothing short of inspiring. A life-threatening health scare became the catalyst for him to reassess his priorities and pursue his true passion. He shares how discovering his "why" revolutionized his career and impacted countless lives. With humor and introspection, we wrap up with a rapid-fire round, exchanging laughter and personal insights. This episode promises to leave you contemplating your own life's purpose and the legacy you wish to create.Gary has graciously offered a discount code so you can find your WHY! Please visit Whyinstitute.com and enter code PODCAST50 for 50% off!Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!
When you can uncover "why" you do what you do, and what motivates you the most, you'll reach your goals easier, and move through life more seamlessly.In this episode Alli sits down with the Founder and CEO of the Why Institute, Dr. Gary Sanchez. They discuss how to find your why, what Alli's Why is, and how that translates to daily life and reaching future goals.Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
Gary Sanchez has helped many exceptional leaders find their core purpose and motivation. He is the founder of the Why Institute, where he and his team have worked with hundreds of thousands of individuals–and several Fortune 500 Companies–to help them discover their core motivation in life. Gary and his team also developed the nine Why archetypes and the Why Assessment. In this classic episode of the Elevate Podcast, Gary joins host Robert Glazer to discuss the Why archetypes, the importance of finding your Why and how you can discover your most important motivation in life. Learn more about your ad choices. Visit megaphone.fm/adchoices
Interview with Dr. Gary Sanchez Dive into the transformative power of discovering your "why" with Dr. Gary Sanchez, founder of the Why Institute, in this insightful episode of the Power Your Profits podcast. Join Dr. Susie Carter as she explores how understanding your purpose can revolutionize your life and business. In this episode, Dr. Gary Sanchez shares his journey from being a dentist to becoming an entrepreneur, inventor, and speaker. Discover how he developed a groundbreaking tool to help individuals uncover their unique why in just minutes. Connect with Dr. Gary Sanchez: Website: https://whyinstitute.com/ Facebook: https://www.facebook.com/whyInstitute/ Linkedin: https://www.linkedin.com/company/why-institute/ Connect with Susie: Visit Susie's Website: https://susiecarder.com/ Listen To The Podcast: https://linktr.ee/POWERYOURPROFITS Fractional COO Services: http://www.coo.poweryourprofitspodcast.com/ The Bullet Train to Big Profits Course: https://www.course.poweryourprofitspodcast.com/ Buy The Power Your Profits Book: https://book.poweryourprofitspodcast.com/
Send us a textDan Dominguez, former Chief Growth Officer of the WHY Institute and founder of WHY Not Leadership and the Lead Different podcast, has a proven track record in sales, leading teams to exceed billion-dollar quotas. He helps leaders connect more effectively with their teams by understanding their "WHY." Today, we'll explore how knowing your WHY can enhance your leadership and build stronger connections. With greater self-awareness, you'll make a more significant impact, both individually and collectively. Dan has guided thousands in discovering their WHY and helped hundreds of Executive Coaches implement the WHY.os. discovery in their practices. If you're looking to understand the power of your WHY and transform your leadership, reach out to Dan at www.whynotleadership.comIn this episode we cover:Understanding the Power of Self-Awareness in Leadership 0:00Defining Self-Awareness and Its Importance 3:26Exploring Different "Whys" and Their Impact on Leadership 8:32Understanding Different Leadership Styles and Their Interactions 12:30Applying Self-Awareness in Practical Leadership Scenarios 16:28The Role of Self-Awareness in Team Dynamics and Effective Communication 16:41Conclusion and Resources for Further Learning 31:04Thanks so much for tuning in again this week. I appreciate you
LEADERS! Show favorite Melahni Aike is BACK again! We were so excited that we asked Alyssa Young to come back and co-host. Enjoy the show. If you missed her first 2 shows, you can catch them here after the show!February 2024: https://thatentrepreneurshow.buzzsprout.com/737252/14420020-343-how-to-become-a-better-leader-with-melahni-akeJune 2022: https://thatentrepreneurshow.buzzsprout.com/737252/10810658-all-things-john-maxwell-leadership-and-strategyMeet our guest: My greatest strength lies in helping others connect with their purpose by creating programs that inspire them to explore and share their passions, believing everyone has the potential to drive positive change. I thrive in collaborating with people and organizations committed to making a difference in the world, solving problems, and adding value through servant leadership. Influenced by mentors like Dr. John Maxwell and Walt Disney, I'm a 7x Best Selling author, inspirational speaker, and podcast host. My company, Everyday Leaders, focuses on developing leadership potential and creating significance. I lead a daily leadership devotional and have interviewed hundreds of global thought leaders. My certifications include John Maxwell Team, WHY Institute, and eSpeakers International. In addition to my professional roles, I cherish quality time with my family and enjoy making everything I do fun.Have a question for the host or guest? Are you looking to become a show partner? Email Danica at PodcastsByLanci@gmail.com to get connected.Support the Show.This episode is brought to you by Coming Alive Podcast Production: Helping You With All Your Podcasting Needs. You can head to www.comingalivepodcastproduction.com to learn more.
Episode #395: In this eye-opening episode of the Let's Go Win Podcast, host JM Ryerson sits down with the brilliant Dr. Gary Sanchez, a renowned international speaker, author, dentist, and inventor, famously known as "Dr. WHY." Dr. Sanchez is the mastermind behind the groundbreaking WHY Operating System (WHY.os) and the founder of the WHY Institute. With his mission to empower 1 billion individuals to discover their personal WHY, Dr. Sanchez shares invaluable insights into how understanding your WHY can unlock your true potential and lead to a more fulfilled life.Discover how the 9 WHYs can reveal your intrinsic motivation, and learn about the tools and strategies that Dr. Sanchez has developed to help you craft a personal brand message that resonates with your core values. Whether you're looking to enhance your leadership, build a more meaningful life, or simply understand what drives you, this episode is packed with actionable advice and inspiring stories.Contact Dr. Sanchez:Website: https://whyinstitute.comFacebook: https://www.facebook.com/whyInstituteInstagram: https://www.instagram.com/whyinstituteLinkedIn: https://www.linkedin.com/company/why-instituteYoutube: https://www.youtube.com/channel/UCCIVODqXfX0RRpUHyJm2X3wBeyond Your WHY Podcast: https://shows.acast.com/beyond-your-whyTime stamps:06:48 Seizing Opportunities and Chasing Your Vision10:14 The Power of Simplifying and Making Things Clear12:41 Discovering Your 'Why', 'How', and 'What'25:46 The Significance of 'Why' and Ranking the Nine Different 'Whys'26:17 Discovering Your 'Why'28:38 The Power of Knowing Your 'Why', 'How', and 'What'29:32 The 'Divine Nine' and Improving Performance37:30 The Pursuit of Mastery
Dr. Gary Sanchez, founder of the Why Institute, discusses the importance of understanding one's why, how, and what in order to show up as an authentic leader. He shares his journey of discovering his own why and how it transformed his dental practice. The Why Operating System (WHY.os)helps individuals and teams uncover their unique operating system and communicate their purpose effectively. This episode offers profound insights into purposeful leadership and creating spaces where everyone can thrive by doing what they love. Addtional Resources: Connect with Rosie on LinkedIn Learn more about Salveo Partners WHY Institute Dr. Gary Sanchez on LinkedIn Follow PeopleForward Network on LinkedIn Learn more about PeopleForward Network
Have you ever found yourself pursuing a career or other endeavor and asking, “Is this all there is?” Many of us live our lives by default – following paths because we have found success with them, or because we're trying to live up to the expectations that others may have for us. However, this approach often leads to feelings of burnout, dissatisfaction, or a lack of passion. A more fulfilling alternative is to start with finding your “why,” or the underlying motivation that drives everything you do. After building a successful dentistry practice, Dr. Gary Sanchez realized that there was something bigger he was meant to be doing with his life. He is now an international speaker, author, inventor, and founder and CEO of the WHY Institute. He is best known as Dr. WHY for discovering the nine WHYs and creating the world's first why discovery tool, an online assessment that helps people accurately discover their why in under five minutes. Dr. Sanchez is the author of the book, “The Power of the 9 WHYs: How People and Teams Get Clear, Stand Out and Play Bigger,” and he is now on a mission to help one billion people unleash their true selves by discovering their WHY operating system, or what he calls WHY.os. In Episode 201 of The Mindset Game® podcast, Dr. Sanchez discusses the following: How discovering your why can help you access greater energy, passion, and success in what you do, as well as techniques to help you find your why The 9 WHYs, all of which live inside each of us – yet we each have one why that surfaces more strongly than the others The relationship between your why (motivation), your how (process), and your what (deliverable) To learn more about Dr. Gary Sanchez and the WHY Institute, visit https://whyinstitute.com. Dr. Sanchez is generously offering a special discount for listeners of the The Mindset Game podcast: use this link and enter code VERED for 10% off at checkout. To learn more, visit www.TheMindsetGame.com. To subscribe to The Mindset Game podcast, visit https://apple.co/3oAnR8I.
Delve into Dr. Gary Sanchez exploration of self-awareness and the transformative power of aligning your actions with your authentic self. He stresses that true success stems from understanding and leveraging your innate qualities rather than trying to become someone else. Dr. Sanchez offers practical advice on effective communication and navigating change, making this episode valuable for entrepreneurs, leaders, and anyone on a personal growth journey. Packed with wisdom, the discussion reveals how to achieve genuine success and fulfillment by living your "why" - a principle applicable across various aspects of life, from business ventures to personal development. Watch the full episode on youtube: https://www.youtube.com/watch?v=D8NW0T3DvaA&list=PLjpOgJSwvjVHbHqxlTwle4CdCShSDLQ-m&index=82&t=18sAbout Dr. Gary SanchezDr. Gary Sanchez International speaker, author, dentist and inventor who figured out WHY. He is best known as “Dr. WHY” for discovering the 9 WHY's, developing the WHY.os (WHY Operating System), founder of the WHY Institute and creating the worlds first WHY Discovery tool to help people accurately and quickly discover their WHY in under 5 minutes. Dr. Sanchez's personal journey takes him from successful dentist to WHY obsessed to helping hundreds of thousands discover their WHY to creating software to impact 1 billion people. In 2021, WHY Institute launched the WHY.os Discovery which discovers your WHY, HOW and WHAT and creates your personal brand message for you.Please click here to learn more about https://whyinstitute.com/About Brad SugarsInternationally known as one of the most influential entrepreneurs, Brad Sugars is a bestselling author, keynote speaker, and the #1 business coach in the world. Over the course of his 30-year career as an entrepreneur, Brad has become the CEO of 9+ companies and is the owner of the multimillion-dollar franchise ActionCOACH®. As a husband and father of five, Brad is equally as passionate about his family as he is about business. That's why, Brad is a strong advocate for building a business that works without you – so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road. But if you can learn from those who have gone before you, it becomes a lot easier than going at it alone.Please click here to learn more about Brad Sugars: https://bradsugars.com/Learn the Fundamentals of Success for free:The Big Success Starter: https://results.bradsugars.com/thebigsuccess-starter
In this episode, Adam sits down with Dan Dominguez, founder of WHY NOT Leadership. Dan is a leader in helping individuals identify their "whys" to better connect with their teams and clients. He shares insights on the nine "whys" system and how understanding these can transform your approach to business and relationships. Dan emphasizes the importance of meaningful conversations over traditional sales, providing actionable advice for coaches and consultants looking to make genuine connections. Tune in for a deep dive into the power of knowing your "whys" and leveraging them to enhance personal and professional interactions.Meet Dan, a passionate advocate for genuine connections and the power of WHY. He believes that we are all just one connection away from achieving our dreams. As the founder of WHY Not Leadership and the Lead Different podcast, Dan has dedicated his career to helping individuals and organizations unlock their full potential.With a background as the former Chief Growth Officer of the WHY Institute, Dan spearheaded the international growth of the WHY Discovery as the first step in self-awareness for coaches, consultants, and forward-thinking companies. He has personally guided thousands of individuals in discovering their WHY and has empowered hundreds of coaches worldwide to implement the WHY Discovery into their coaching practice.Dan's approach to success is grounded in making a positive impact in the lives of others. By challenging the status quo, thinking outside the box, and bringing fresh ideas and perspectives to the table, he consistently delivers innovative solutions that make sense and help others move forward faster.But Dan's journey to purposeful leadership didn't come without its own twists and turns. In 2019, as a National Sales Director at Baxter Healthcare, Dan had achieved significant career success. However, it was a simple journal entry from his seven-year-old daughter that sparked a life-changing decision. Inspired to find something that allowed him to make a difference in the world while maintaining connections with his loved ones, Dan embarked on a path of self-discovery.A pivotal moment came when Dan crossed paths with Dr. Gary Sanchez, the founder of The WHY Institute. Through their collaboration, Dan unearthed his WHY and everything changed. The newfound self-awareness revealed to him why his previous corporate position no longer aligned with his purpose. Captivated by the clarity of purpose that knowing his WHY brought to his life, Dan joined the WHY Institute as their Chief Growth Officer, determined to share this transformational journey with others.Armed with a degree in Business from the University of New Mexico and an MBA from St. Joseph's University, Dan has the knowledge and expertise to drive impactful change. However, his favorite question remains simple yet powerful: "How can I help?" This question reflects his genuine desire to make a meaningful difference in the lives of those he works with.Timestamps:3:32 What is a WHY.os Discovery?6:16 Developing mastery for deep learning and success.10:00 Balancing mastery and simplicity in problem-solving.15:46 Certification program for coaches to enhance skills.18:31 Applying WHY.os Discovery in coaching practices.23:23 Tailoring messaging to attract ideal clients.26:20 Using your WHY.os Discovery as a filter for client compatibility.Connect with Dan on LinkedIn, Facebook or InstagramResources Mentioned:WHY NOT Leadership | WebsiteWHY Institute | WebsiteThe Top Regrets of the Dying By Bronnie Ware | AmazonLead Different | Podcast Find More From Adam Packard:Adam Packard | LinkedInNinja Prospecting | WebsiteNinja Prospecting | X (Formerly Twitter)
In this episode of the Win Monday podcast, host Paul reflects on his conversation with Markus Kaulius, emphasizing the importance of understanding one's purpose for achieving success and fulfillment. Paul discusses his involvement with the WHY Institute and introduces two key questions to uncover one's deeper "why": "What lights you up?" and "What pisses you off?" He shares insights on identifying activities that energize or drain you and the impact of inauthenticity on his life. Paul encourages listeners to visit the Win Monday website for further inspiration, aiming to help them win the day and lead a purposeful life. Key Takeaways:Importance of understanding one's purposeImpact of purpose on success and fulfillmentInvolvement with the WHY Institute and admiration for the concept of purposeUncovering one's deeper "WHY" by asking fundamental questionsIdentifying what energizes and excites, and what drains energy and motivationImportance of momentum in winning the day and the weekIdentifying personal triggers and driving positive changeFocusing on winning Monday and choosing a purposeful lifeMaking a positive impact in the world In This Episode:[00:07] Finding purpose[01:11] Uncovering your Why[02:21] What lights you up[03:39] What pisses you off[05:32] Living a purposeful life Notable Quotes[03:50] “What really irks me and gets under my skin is as somebody that has a core value of authenticity.”-Paul[02:15] “I would say the opposite of what lights you up is what drains your energy.”-Paul[04:47] “They say your core values are what light you up and when they're violated, it triggers you.”- Paul[04:56] “When people don't show authenticity, which authenticity is a core value, oh my goodness, I struggle not only in the moment, I struggle to recover.”-Paul Resource & LinksPaul EpsteinMonday MomentumJoin the Win Monday Community: https://www.paulepsteinspeaks.com/win-mondayTake the Confidence Quiz: https://www.paulepsteinspeaks.com/confidence-quizhttps://www.linkedin.com/in/paulepsteinspeaks/https://www.paulepsteinspeaks.com/
From Dental Chair to WHY Institute: Dr. Gary Sanchez's Purpose Revolution Dr. Gary Sanchez, internationally known as "Dr. WHY," is a renowned speaker, author, and innovator in the field of personal development. As the Founder and CEO of the WHY Institute, he's best known for discovering the 9 WHYs and developing the WHY Discovery Tool and WHY.os Discovery system. These groundbreaking tools help individuals uncover their core motivations and personal brand in minutes. A former dentist turned purpose-finder, Dr. Sanchez has dedicated his life to helping people understand and live their WHY. His bestselling books and speaking engagements have touched hundreds of thousands of lives, and he's currently on a mission to help 1 billion people unleash their true selves. With his mantra "There's always a better way!" Dr. Sanchez continues to revolutionize the way we approach self-discovery and personal growth. Connect with Dr. Gary Sanchez online: Website | Facebook | Instagram | LinkedIn | Twitter | Beyond Your WHY Podcast Uncover Your WHY, HOW, and WHAT and Transform How You Approach Every Decision in Your Life. Go to https://whyinstitute.com/why-os-discovery/ and use coupon code podcast50 for 50% off.
James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.KEY TAKEAWAYSSincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.QUOTES“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.” “You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer” Learn more about James Muir: LinkedIn: https://www.linkedin.com/in/puremuir/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily
When I hit a professional wall some years back, it felt like a personal failure. However, as Dr. Gary Sanchez's incredible shift from dentistry to defining people's purpose proves, such moments can catalyze remarkable transformation. In our latest episode, we sit down with Gary, who traded his dental drills for algorithms, crafting a tool that empowers individuals to pinpoint their core motivators. His journey from dental practice to passion pursuit is inspiring — it's a blueprint for anyone feeling stuck in their career. We delve into Gary's pivotal moments and the birth of the Why Institute, painting a vivid picture of what it means to align your life's work with your deepest passions.The conversation takes an introspective turn as we tackle the essence of our 'why' – the invisible force that guides us toward our dreams. Here, we address the skepticism around categorizing one's driving forces, shedding light on Gary's nine distinct 'whys' and the intricacies of personal motivation. Furthermore, we touch on a profound near-death experience that highlights the fragility of life and the importance of seizing the moment to pursue our true calling. This episode is a heartening call to action, urging listeners to invest in their personal growth and explore their unique contributions to the world.--------------------------To learn more about the WHY institute, visit https://whyinstitute.comKeep up with all that Kellan is doing by checking out https://linktr.ee/k.fluckigerOur next Challenge for Entrepreneurs on how to Crush Your Client Enrollment begins soon; join us at https://www.lovecoachsignem.com. Learn how to sign clients easily without squirmy or awkward conversations.Uncover the Five Master Keys for Your Ultimate Life at https://www.yourultimatelife.ca and begin your transformation today. If you're ready to take action and want personal guidance, reach out for a powerful coaching experience with Kellan. And if you have a message to share, consider being a guest on the show—we're always looking for inspiring stories to uplift our listeners.Thank you for tuning in. Please subscribe and share your thoughts—we're on this journey together, and your feedback is invaluable. Visit https://www.yourultimatelifepodcast.com.
Dr. Deborah Rozman, President and co-CEO of HeartMath Inc., has been a key leader since 1991, advancing the mission to create a more resilient and heart-centered world. HeartMath's programs offer scientifically validated techniques for emotional self-regulation and energy management, promoting health, resilience, and enhanced intuition. Dr. Rozman co-authored the Transforming book series and "Heart Intelligence," emphasizing heart-based guidance for effective decision-making. As a spokesperson, she advocates for heart intelligence in media, interviews, and keynote addresses, addressing personal, social, and global well-being. Dr. Rozman also contributes to the Advisory Board of the Transformative Technology Lab and HeartMath Institute's Scientific Advisory Board and Global Coherence Initiative Steering Committee. She is known for her role in developing award-winning technologies like emWave® and Inner Balance™ for heart-brain coherence.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy dive into the transformative power of heart-based selling with special guest Deborah Rozman, President and CEO of HeartMath Institute. They explore how aligning the heart, mind, and emotions can revolutionize your sales approach, boost performance, and reduce stress. Deborah shares insights from HeartMath's extensive research and introduces practical techniques to achieve heart coherence, making every sales interaction more genuine and impactful.KEY TAKEAWAYSHeart-Based Selling: Understand the importance of authenticity and trust in sales and how connecting through the heart can enhance relationships with customers.The Science of Coherence: Learn about the scientific basis of heart coherence and its impact on the brain, emotions, and overall well-being.Practical Techniques: Discover a simple yet powerful technique to achieve heart coherence, which can be used before, during, and after-sales interactions to maintain focus and reduce stress.Real-World Applications: Hear how sales professionals can integrate heart-focused breathing into their daily routines to improve their interactions and overall sales performance.Emotional and Physiological Benefits: Explore the broader benefits of heart coherence, including improved sleep, reduced anxiety, and better decision-making.QUOTES"Simplicity is crunched complexity. If things weren't simple, we'd never get there.""Life is fulfilling when you connect in the heart with whomever you're interacting with.""When you establish heart resonance, you intuitively know what to share and how to position what you have to sell.""Creating a coherent, resonant vibration by heart-focused breathing with love, care, kindness, or appreciation establishes resonance with the other person.""Incoherence is an expensive habit. Anxiety and stress can cost you dearly in sales performance."Learn more about Deborah Rozman: LinkedIn: https://www.linkedin.com/in/deborahrozman/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily
"Understanding internal motivation in both leaders and team members is crucial for improving communication and clarity within the team." - Jen Chapman Overcoming personal challenges transforms how you look at your life and can dramatically transform your leadership style and team dynamics. In this episode of Made For Impact, Jennifer Chapman, certified life and leadership coach, best-selling author, and resilient stroke survivor, talks with host Gretchen Schott about her journey from sales leader to leadership coach and the personal challenge she overcame to put her life's purpose into perspective. Jennifer and Gretchen discuss how tapping into our internal motivations and facing life's unexpected turns can fundamentally enhance communication and leadership within your team. They also discuss the pivotal role of self-awareness in conflict management and how understanding the deep 'why' behind our actions can empower ourselves and those around us to thrive. Through her coaching, Jen leverages her rich background in negotiating sales and overcoming personal adversities to help leaders and teams enhance their communication, conflict management, and collaboration skills. In this episode, you'll learn: How understanding your own internal motivations not only boosts your personal clarity but enhances team dynamics dramatically to cultivate a thriving work environment where everyone feels driven and understood. How to embrace life's curveballs and transform personal challenges into powerful growth opportunities, personally and professionally. The importance of harnessing the power of your own “why” to understand and utilize personal and team motivations for a more cohesive and motivated workforce. Connect with Jennifer: https://www.linkedin.com/in/jenniferchapmanleadershipcoach/ About Just Commit Coaching: https://justcommitcoaching.com/about/ Get in touch with Gretchen, and let her know which impactful leaders you'd like to hear from: Connect on LinkedIn or Subscribe to our newsletter. Loved this episode? Leave us a review and rating here: https://link.chtbl.com/QY4Knw_x Strong leaders at all organizational levels are requisites for business success. Gretchen Schott's GrowU Leadership Pathways keeps a leadership ‘pipeline' flowing to ensure skilled and competent leaders are present throughout every brand in the Threefold Portfolio. This episode of Made for Impact delves into the fifth of six core competencies in this leadership journey – Problem Solving. Jump into the conversation: [00:00] Introduction by Made for Impact and guest Jennifer Chapman [01:48] Jen's personal journey from sales to life coaching [05:33] Relationship building in sales and how that contributes to conflict resolution [09:54] The life-changing impact of her stroke and its timing during her corporate success [12:23] The questions Jen had to ask herself for deep reflective work [14:08] Jen's coaching work and transferable sales skills [16:02] The impact of self-awareness on self-management [20:00] Guiding teams to cultivate more empathy [21:23] Introduction to the "WHY Institute" and the significance of finding one's "why" [32:05] Translating strategies to conflicts at home
Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out'. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.KEY TAKEAWAYSAuthenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.QUOTES"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order.""If buyers are talking to you, it's because they need to. So you need to figure out what they need from you.""Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."Learn more about Andy Paul: LinkedIn: https://www.linkedin.com/in/realandypaul/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily
ABOUT THE GUEST(S)Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.KEY TAKEAWAYSSales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.QUOTES"Selling from the heart is just being a person talking to another person." - Gretchen Gordon"You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen GordonLearn more about Gretchen Gordon: Gretchen's LinkedIn: https://www.linkedin.com/in/gretchengordonbraveheart/The Happy Sales Manager Website: https://www.thehappysalesmanager.com/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily
Former corporate senior leader Dustin Dale is a professional keynote speaker, executive leadership trainer, and bestselling author whose life mission was redefined on November 21, 2021. Dustin was told that he was headed toward death from an autoimmune disease. In four days, Dustin realized his mission still needed to be finished. During his many treatment sessions in an oncology department, Dustin wrote his first best-selling book, ""Learn to Lead by Serving,” where he shares his knowledge and experience of 10 years leading over 1,000 teams and more than 3,500 persons for major corporate companies.Dustin has developed leaders worldwide by inspiring stronger cultures and creating servant leaders. He has also become an example of faith through his powerful testimonial. Dustin brings an authentic and inspiring message about what it is meant to become a servant leader. Delivering this message across corporations, universities, and all industries have created a ripple effect for future leaders to succeed!SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.KEY TAKEAWAYSAuthenticity and Trust: Genuine connection fosters trust, which is essential in today's post-COVID world.Self-Discovery: Understanding oneself is crucial for effective leadership and salesmanship.Leadership Shadow: Leaders must be aware of their reputation and the impact they have on others.Circle of Success: Surround yourself with individuals who challenge and elevate you.Transparent Conversations: Honest communication builds credibility and fosters growth.Building Trust: Consistently providing value and nurturing relationships is key.Morning Routine: Starting the day with self-care and focus prepares you to serve others effectively.QUOTES"Selling from the heart is the true connection point between solution and authenticity, where trust is found.""The longer a problem stays a problem, the more debt you pay on it.""Servant leadership is not about doing the job of your teams, but about helping them and fostering connection.""Your reputation is your leadership shadow, invisible yet powerful."Learn more about Dustin Dale: LinkedIn: https://www.linkedin.com/in/dustindaleservantleader/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prereleasePlease visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily
Bill is an Army veteran with 23 years professional HR experience. He is President & Chief Advisor of Kieffer & Associates Limited, an advisory firm specializing in Military Veteran Career Transition, Leadership Coaching, Strategic Talent Management, and Professional Speaking and Facilitation services. In addition to that, Bill has authored his second book “Veteran Career Journey: More Insights from the Employer Side of the Desk”, Serves as a coach and coach advisory board member for “The Honor Foundation”, master trainer for Ranger for Life's “A More Elite Transition”, member the Board of Advisors for “Law Enforcement Connect”, TEDx Speaker, certified coach via Marshall Goldsmith and the WHY Institute and much, much more.https://www.amazon.com/Veteran-Career-Journey-Insights-Employer/dp/1737371421/ref=tmm_pap_swatch_0?_encoding=UTF8&dib_tag=se&dib=eyJ2IjoiMSJ9.3LmgX0SajnSHVQZCAYwlujya9ilbkAgI8NO0P480zq4.RS5guQkYz5KZtvYCWi9Q3xPRxQmiCERgnlVdvBQqnb0&qid=1712509883&sr=1-1
Jean-Claude (JC) Larreche is Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus at INSEAD. His book The Momentum Effect: How to Ignite Exceptional Growth, published by Pearson, was named the 4th Best Book of the Year by Amazon USA in its Business and Investing category. It has been translated into several languages.Building on his research in The Momentum Effect, Professor Jean-Claude (JC) Larreche currently works on developing “leadership talents for powering growth” on a global scale. He has designed the learning simulation DiG (Discovery, Innovation, and Growth) which is currently available in six languages (English, French, Spanish, Russian, Chinese, and Korean) and is offered internationally by a network of local certified DiG instructors. The research objective of the simulation is to test if the leadership skills for growth are different in a variety of contexts (country, industry, the size of company…) and to explore if personal development approaches have to be adapted accordingly.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.KEY TAKEAWAYSUnderstanding the evolution of sales transformations: from product pushing to solution selling to value capture selling.The importance of vulnerability in sales leadership and the challenge of bridging from one person's heart to another's.The significance of corporate value drivers: profitability, market share, and customer satisfaction.Developing competencies for long-term success: juggling multiple objectives, leadership, empathy, and business acumen.Bridging the gap between top management and the sales force for mutual respect and strategic alignment.QUOTES"When you talk from the heart, it's from the heart of one person to the heart of another person.""The deep root cause of short-term vision in sales is the lack of respect that top executives have for the sales force.""Salespeople are not just selling; they're managing a business."Learn more about Jean-Claude (JC) Larreche: LinkedIn: https://www.linkedin.com/in/jclarreche/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation. Discover how to build trust quickly with prospects and clients. Get your autographed advanced reader's editions now! Please visit https://sellinginaposttrustworld.com/Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.KEY TAKEAWAYSSlowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.QUOTES"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate.""Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust.""If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Unlock the essence of purpose and redefine your life and career trajectory with Jerome Myers and Dr. Gary Sanchez as they navigate the profound impact of understanding your 'why.' Their dialogue, rooted in Dr. Sanchez's transformative experience from a life-threatening moment to a deep dive into self-awareness, offers not just stories of change but a tangible guide towards aligning your deepest desires with your daily actions. Anticipate a blend of personal anecdotes, expert insights, and strategies that promise to illuminate the path to your authentic self. This release is more than a podcast; it's a beacon for anyone ready to challenge the status quo of their lives with purposeful intention. Step into a space of clarity and conviction as we unravel the power of knowing the ‘why.' Let this be the catalyst for crafting a legacy filled with passion and fulfillment. [00:00 - 14:26] Opening and Introduction to 'Finding Your Why' Introduction to the concept of "why" as a life-changing journey Gary's personal story of a near-death experience leading to a pivotal moment of self-discovery The role of the Dream Catchers podcast in inspiring listeners to pursue their true passions [14:27 - 29:10] From Dentistry to Purpose-Driven Work Realization of misalignment between professional achievements and personal fulfillment Foundation of the Why Institute as a beacon for those seeking purpose Navigating the transition from an established career to an uncertain entrepreneurship [29:11 - 39:05] The Importance of Your 'Why Unpacking the science behind the "why" and its foundational impact Transformation through alignment with one's core motivations and values Practical steps for listeners to start uncovering their own "why [39:06 - 49:51] Real-Life Applications of the 'Why' Inspirational stories of individuals and organizations transformed by their "why The journey's common challenges and the resilience needed to overcome them Broader implications of living by one's "why" for personal growth and societal impact [49:52 - 56:16] Crafting a Legacy Through Understanding Your 'Why' Insights on the intersection of purpose, passion, and legacy Motivational encouragement for listeners to embark on their discovery journey The transformative potential of living a life aligned with one's "why" for creating enduring impact. Key Quotes: "If your life's choices align with your 'why,' 'how,' and 'what,' you'll love it. It will be your passion, energizing you every day." - Gary Sanchez "The greatest legacy we can leave is one that's built on the foundation of our true 'why.'" - Gary Sanchez Connect with Gary! Website: https://whyinstitute.com/speaking/ LinkedIn: https://www.linkedin.com/in/gary-sanchez/ LEAVE A REVIEW + help someone who wants to expand their business growth by sharing this episode or listening to our previous episodes. Dreamcatchers is a welcoming group focused on personal growth rather than fitting into a specific demographic. It attracts a diverse crowd from various backgrounds and ages, united by the desire to achieve more. Learn more at https://exittoexcellence.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices
ABOUT THE GUEST(S)With a decade of experience as an author, speaker, coach, and trainer, Carole Mahoney assists entrepreneurs, founders, and salespeople like you in growing your businesses through a collaborative and science-based sales approach. Her upcoming book, "Buyer First: Grow Your Business with Collaborative Selling," unveils the groundbreaking method for achieving sales success that she employs with her clients daily, drawing insights from the experiences of 2.3 million salespeople.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carole delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carole shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.KEY TAKEAWAYSSales professionals should prioritize understanding and addressing the needs of buyers.Collaborative selling involves active listening, asking open-ended questions, and fostering genuine connections with buyers.Building trust is crucial in sales and requires authenticity, transparency, and a buyer-centric mindset.Sales origin stories influence beliefs and attitudes toward sales, and introspection and reframing can lead to personal and professional growth.Deep inner work not only enhances sales effectiveness but also contributes to personal development and character building.QUOTES"Selling from the heart is about putting your intentions to be other-focused first.""Amazing things start to happen when you stop shining the spotlight on yourself and shine it on the other person.""Trust isn't built on people liking you; it's built on telling the absolute truth."Learn more about Carole Mahoney: LinkedIn: https://www.linkedin.com/in/carolemahoney/Buyer First Book: https://carolemahoney.com/books/buyerfirstbook/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Paul Ross is on a passionate mission to guide already successful sales professionals and entrepreneurs to radically up-level their sales results. He is an Author, Speaker, Elite Sales Trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming. Over the past 30 years, he has guided tens of thousands of people to use the power of words to design their own results.SHOW SUMMARYIn this episode of Selling From The Heart, join Larry Levine and Darrell Amy in an enlightening conversation with Paul Ross, author of "Subtle Words that Sell: How to Get Your Prospects to Convince Themselves to Buy and Add Top Dollars to Your Bottom Line." Paul introduces innovative approaches to sales, drawing from his expertise as an elite sales trainer, master hypnotist, and practitioner of neurolinguistic programming. He emphasizes the importance of understanding subconscious motivations, building trust, and expanding prospects' states of consciousness to facilitate impactful sales interactions.KEY TAKEAWAYSSales isn't about selling products; it's about selling decisions and positive emotions related to those decisions.Prospects often struggle with trusting themselves to make good decisions and believing they deserve the offered opportunities.Effective sales communication involves influencing subconscious minds to expand prospects' beliefs and possibilities.Utilizing subtle language, metaphors, and stories can captivate attention, build trust, and guide prospects towards desired outcomes.Confidence in sales can be cultivated through learning confidence, which involves extracting lessons from every experience and continually improving sales skills.Leadership in sales entails enrolling teams in a shared vision, fostering a culture of trust and empowerment, and developing the ability to emotionally regulate and empathize with team members.QUOTES"Selling is not only about getting your ideas into the prospect's mind; it's about expanding their mind to include your ideas and new possibilities.""Rapport is only important if it sets the groundwork for suggestibility. If it doesn't do that, so what?""If you really want to be a leader, you have to learn enrollment, which is fantastic for using these techniques very powerfully and very quickly.""Your ability to lead and see others comes down to states of consciousness, both in terms of influencing others and influencing yourself."Learn more about Paul Ross: LinkedIn: https://www.linkedin.com/in/paul-ross-b43a963/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Benjamin Tagoe is currently a Chief Executive Officer at Objective Management Group, bringing experience from previous roles at Fairfield Enterprises. Benjamin Tagoe holds a 2013 - 2015 Master Of Business Administration @ Harvard Business School. With a robust skill set that includes Financial Modeling, Consulting, Hedge Funds, Fixed Income, Strategy and more, Benjamin Tagoe contributes valuable insights to the industry.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Benjamin Tagoe, CEO of Objective Management Group (OMG), to delve into the latest trends in sales and unveil the secrets behind driving sales success. Through decades of data analysis on millions of sales professionals, Benjamin shares unparalleled insights into the key competencies that differentiate top performers from the rest. From the importance of self-awareness to the critical role of adhering to sales processes and manager accountability, this episode provides actionable strategies for sales professionals looking to elevate their game in 2024.KEY TAKEAWAYSSelf-Aware Selling: Sales success hinges on self-awareness, allowing sales professionals to focus on understanding the prospect's needs and overcoming personal limitations.Adherence to Sales Process: Sticking to a milestone-centered sales process is vital for consistent success, yet many teams struggle with implementation despite heavy investments.Manager Accountability: Effective sales management involves holding sales people accountable, coaching them, and providing strategic guidance, fostering an environment of growth and development.QUOTES"Selling from the heart comes down to selling with self-awareness.""The process is your friend. Follow it, add value to your clients, and watch your success soar.""Top performers want to be challenged and held accountable. They thrive on structure and strategic guidance."Learn more about Benjamin Tagoe: LinkedIn: https://www.linkedin.com/in/btagoe/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Davin Salvagno is a renowned inspirational speaker and author, known for his expertise on purpose. As the Founder of PurposePoint & The Purpose Summit, he has also authored the bestselling book "Finding Purpose at Work." With nearly two decades of experience in leadership roles spanning operations, human resources, marketing, and finance, Davin discovered a passion for guiding leaders to reconnect with their foundational purpose. His keynote talk "The Power of Purpose" gained international acclaim in 2018, and he has continued to deliver impactful talks benefiting numerous organizations worldwide. Since 2018, Davin has served as an Executive Coach for multiple CEOs and a consultant in leadership and organizational development across various sectors. He is a distinguished member of the Marshall Goldsmith 100 Coaches and the C12 Business Forums, a global peer advisory group for Christian CEOs and Business Owners. Originally from Philadelphia, Davin currently resides in Michigan with his wife Amy and their two children.SHOW SUMMARYIn this episode of Selling From The Heart, we dive deep into the transformative power of purpose-driven sales. Special guest Davin Salvagno, renowned speaker and author, shares invaluable insights on how to integrate purpose into your sales approach, unlocking new levels of success and fulfillment. From reframing mindsets to fostering genuine connections, this episode offers practical strategies to align your sales efforts with purpose and meaning.KEY TAKEAWAYSPurpose is not singular but plural, comprising various roles and moments in life.Eliminate distractions to be fully present and attentive in your interactions.Actively listen to uncover the needs and problems of those around you.Separate the solution from monetary rewards to prioritize genuine value creation.Embrace the journey of discovering and living your purpose, one moment at a time.QUOTES"All selling, if done well, is solving a problem.""Purpose is not singular. Purpose is plural and momentary.""You can be all of you to the person that's right in front of you."Learn more about Davin Salvagno: LinkedIn: https://www.linkedin.com/in/salvagno/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Guy Kawasaki, a renowned entrepreneur, author, and tech evangelist. From his influential role at Apple in the 1980s, where he played a key part in the success of the Macintosh, to his ventures in entrepreneurship and venture capital, Kawasaki's journey has been marked by innovation and business acumen. As a prolific author, his books like "The Art of the Start" and "Enchantment" continue to inspire aspiring entrepreneurs. Join us as we delve into Kawasaki's diverse contributions to the tech industry, his insights on marketing, and his engaging presence as a speaker and educator.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy have an engaging conversation with Guy Kawasaki, the Chief Evangelist of Canva and author of the book "Think Remarkable: Nine Paths to Transform Your Life and Make a Difference." They discuss the concept of selling from the heart and the importance of being others-focused in sales. Guy shares insights on vulnerability, the power of disciplined habits, and the significance of making a difference. He also highlights the value of connecting with others and the importance of seeing operational realities in person. This episode is filled with practical advice and inspiring stories that will motivate listeners to be remarkable in their personal and professional lives.KEY TAKEAWAYSSelling from the heart means having the other person's best interests at heart, not just your own.Vulnerability is a sign of wisdom and strength, not weakness.Disciplined habits are crucial for success in sales and life.Connecting with others and walking in their shoes can lead to valuable insights and stronger relationships.Success obliges individuals to help others and make a positive impact.QUOTES"If you're successful, you have an obligation to hold that door open, make that door bigger, make the tide rise, float all the boats.""If you want to be a great salesperson or evangelist, sell something great. Do not affiliate yourself with mediocrity."Learn more about Guy Kawasaki: LinkedIn: https://www.linkedin.com/in/guykawasaki/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Mark Carpenter is a serial storyteller. Even as a child, he loved to tell stories (mainly to get attention). He leveraged that ability into a career in marketing communications and public relations, then as a college professor and corporate facilitator.Now, he teaches people how to more intentionally tell stories that teach, lead, sell, and inspire to accomplish business and personal goals. He is the co-author of the best-selling book “Master Storytelling: How to Turn Your Experiences Into Stories that Teach, Lead, and Inspire” and co-creator of the Master Storytelling Workshop. Leveraging a 20-year career in corporate communication, 10 years working as an adjunct professor of communication, and 15 years facilitating training, Mark couples a lively, engaging style with purposeful, impactful learning.When he's not training, speaking, coaching, or creating new content, Mark is likely hiking or snowshoeing in the mountains near his home in Utah, playing the piano, bragging about his grandchildren, or writing children's books.SHOW SUMMARYIn this episode of Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Mark Carpenter, the serial storyteller and co-author of the best-selling book, "Master Storytelling." Together, they explore the profound impact storytelling can have on sales, leadership, and building authentic connections. From weaving personal experiences to influencing leadership decisions, learn how storytelling can elevate your sales game and create lasting impressions.KEY TAKEAWAYSConnect as Humans: Selling from the heart is about connecting as human beings, not just transactions.Storytelling Structure: The key storytelling structure includes an introduction, conflict, and change to effectively convey messages in a concise manner.Intentionality in Storytelling: Be intentional about the purpose of your story and the lesson you want to convey.Repeatable Stories: Reuse and repurpose stories intentionally for different contexts, audiences, and lessons.Building Trust: Stories trigger the release of oxytocin, the trust hormone, in the brain, fostering genuine connections.QUOTES"Selling from the heart is about connecting as human beings.""The story is not about you; it's about the point you're trying to make, the lesson learned, and how it can impact the listener.""If you're intentional about the destination, you're going to take that story start to finish in a straight line.""Look for those moments where you have an emotional reaction. There is a story embedded in that with something to teach, lead, sell, and inspire.""Storytelling builds trust by increasing oxytocin, the love hormone, fostering genuine connections between people."Learn more about Mark Carpenter: LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He's spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.KEY TAKEAWAYSSales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.QUOTES"Sales is about results, but it's equally about connecting with the hearts of your team members.""Balancing accountability with empathy is the hallmark of effective sales leadership.""Authenticity breeds trust, and trust is the foundation of strong sales teams."Learn more about Mike Weinberg: LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
ABOUT THE GUEST(S)Elliott Moon, a certified Working Genius coach, brings a wealth of experience in innovation and adaptability, cultivated through a diverse professional background. Growing up in Texas with insights from his father's immersion in the insurance industry, Moon developed a deep appreciation for relational selling. His journey led him to embrace the transformative Working Genius model by Patrick Lencioni, focusing on self-awareness and productivity. As a guest on the Selling from the Heart Podcast, Moon shares insights into leveraging the Working Genius model to unlock individual and team potential, offering practical strategies for enhanced productivity, morale, and success in the realm of sales.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy as they explore the transformative power of the Working Genius model in the sales world. Certified Working Genius coach Elliott Moon sheds light on the six key activities encapsulated in the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity. Discover how understanding your own working geniuses and frustrations can revolutionize your approach to sales, teamwork, and productivity.KEY TAKEAWAYSUnderstand the six stages of the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity.Learn how to identify your working geniuses and frustrations to enhance self-awareness and productivity.Explore the symbiotic relationship between different working geniuses within a team and how it can lead to successful outcomes.Gain insights into how the Working Genius model can revolutionize your sales approach, from client interactions to project completion.Uncover strategies to leverage your unique strengths and collaborate effectively with others in the sales profession.QUOTES"Sales feels relational. If you're gonna sell from your heart, it's about valuing the person over the transaction.""Wonder asks the big questions; Invention generates ideas; Discernment assesses workability; Galvanizing rallies and inspires; Enablement equips the work; Tenacity ensures successful results.""Your geniuses are needed to make work happen. Running towards people with opposite geniuses creates a symbiotic relationship that makes all work better."Learn more about Elliott Moon: LinkedIn: https://www.linkedin.com/in/elliott-moon-60181a78/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Jon Alwinson is a sales veteran with more than 15 years of experience. In addition to winning numerous awards, both as an individual and team leader, he spends a great deal of time in one-on-one coaching. Jon's new book is called Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great In Sales.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy in a powerful episode featuring seasoned sales expert John Owenson. Explore the world of relentless sales, where skills, mentality, and faith converge to create a transformative journey in the sales profession. Learn how to overcome adversity, conquer fear, and develop a relentless mindset that propels you to new heights. Discover the importance of a solid sales process and gain insights into building a morning routine that sets the tone for success.KEY TAKEAWAYSEmbrace a relentless mindset: Persistently pursue excellence, conquer fear, and never give up.Develop a solid sales process: Establish a fundamental framework for successful selling.Overcome adversity: Learn from challenges, appreciate the hard times, and let them shape your resilience.Conquer fear with mantras: Repeat empowering phrases or scriptures to build confidence and overcome fear.Capture wins daily: Journal your daily successes and learning moments to stay motivated and focused.Plan your day and night: Outline priorities the night before to start the day on the offensive and end it with a clear mind.QUOTES"Selling from the heart is living from your true identity – confidence, putting your customer first, and pursuing excellence.""Relentless sales is an unyielding, persistent, never-give-up attitude coupled with caring, adding value, and earning the right to push boundaries.""Next play – a mantra to move on, stay focused, and not let setbacks derail your entire game in sales.""Relentless is not just about not giving up; it's about not giving up on caring, on bringing value, and on being committed to the customer.""Faith in sales is about finding strength in knowing who you are, aligning priorities, and letting that guide your actions in the profession."Learn more about Jon Alwinson: LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Lori began her sales journey growing up in her grandmother's fine women's apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980's.After a stellar career in tech sales, Lori launched Score More Sales, a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.SHOW SUMMARYIn this episode of Selling From The Heart, Darrell Amy and Larry Levine are joined by special guest Lori Richardson, founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.KEY TAKEAWAYSCompetency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.QUOTES"Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession.""Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key.""Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level.""Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network.""For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."Learn more about Lori Richardson: LinkedIn: https://www.linkedin.com/in/scoremoresales/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Elizabeth Dixon, an accomplished business leader and serial entrepreneur with nearly two decades of experience at the Chick-fil-A Support Center, is currently the Executive Director of Trilith Foundation, reporting to Dan Cathy, Chairman of Chick-fil-A. With a background working for renowned brands such as Disney World, Gap, YMCA, and Cooper Aerobics Center, she has mentored under leaders like Dan Cathy and Horst Schulze. Elizabeth is a sought-after speaker, sharing insights on exceptional customer experiences globally through live events, virtual resources, consulting, and her debut book, The Power of Customer Experience. She has also founded, operated, and sold several small businesses while guiding emerging entrepreneurs toward achieving their business goals.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy on a profound exploration of purpose-driven sales with guest Elizabeth Dixon, a seasoned entrepreneur and business leader. Elizabeth shares her transformative journey from defining her purpose through personal challenges to advocating for authenticity in sales. Discover the power of aligning personal purpose with professional endeavors and learn practical steps to navigate the intersection of passion and sales success.KEY TAKEAWAYSAuthentic sales stem from inviting others into meaningful experiences, not just transactions.Defining personal purpose transcends job titles and empowers individuals to bring value beyond sales metrics.Sales professionals can proactively align personal purpose with corporate missions or pursue entrepreneurial ventures to fulfill their authentic selves.QUOTES"Authentic sales are about inviting others into something meaningful and valuable, not just making a sale.""You are not your sales. You are not your performance. Bring your purpose and gifts into your work, don't extract them from it.""When defining success, dismantle the ladder of titles and compensation, focus on meaningful relationships and contributions."Learn more about Elizabeth Dixon: LinkedIn: https://www.linkedin.com/in/elizabethdixonspeaks/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.SHOW SUMMARYIn this episode of Selling From The Heart, join hosts Larry Levine and Darrell Amy in a captivating conversation with Neil Rogers, the seasoned expert in sales and marketing and author of "Bar Tips." Discover the unspoken parallels between bartending and sales, as Neil shares insights on building relationships, effective communication, and the art of hospitality. Learn how the principles from behind the bar can be the key to success in your sales journey.KEY TAKEAWAYSThe Golden Rule in Sales: Applying the golden rule - treating others as you want to be treated - is the foundation of building long-term relationships in both bartending and sales.Importance of a Proper Greeting: Just as a warm welcome sets the tone for a great bar experience, the first impression in sales can make or break a deal. Smile, greet, and be genuinely interested in your prospect.Listening Skills: Drawing from Dale Carnegie's wisdom, Neil emphasizes the significance of listening to customers. Understanding their needs and preferences without interruptions is crucial for effective sales communication.Time Management and Punctuality: Neil introduces the concept of "15 minutes is the new on time." Being punctual, managing time efficiently, and staying organized are keys to success both at the bar and in sales.Taking Ownership of Business Problems: Neil shares a valuable lesson from his mentor about taking ownership when things go wrong. Reflect on your role in a problem and focus on solutions rather than blaming others.Solving Problems Silently: The best way to handle business issues is to solve them without customers noticing. Neil advocates for proactive problem-solving to enhance customer experience.QUOTES"The only difference between a bartender and a person in a selling capacity is that customers come to them; we have to go hunt them.""Never get a second shot at the first impression. It's the small things that matter in building relationships.""Solve the problem without the customer ever knowing. It's the art of making things right behind the scenes."Learn more about Neil Rogers: LinkedIn: https://www.linkedin.com/in/neil-p-rogers-cas-68a4a22/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
An introvert by nature, Philipp Humm's mission is to help others discover the storyteller within each one of us.Prior to starting his own storytelling business, Philipp worked for ten years in various roles, including Product Management at Uber, Consulting at Bain & Company, and Investment Banking at Blackstone.He discovered his passion for performance arts (acting, improv & storytelling) in his time in NY while completing his MBA at Columbia Business School. Since then, he has honed his storytelling skills at the Mezrab School of Storytelling De Toneelmeester Acting School and Boom Chicago.In his free time, Philipp shares stories at open mic nights in Amsterdam, moves his hips at regular Bachata parties, and plays Spikeball with friends.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy in an enlightening conversation with Philip Humm, the visionary behind the Story Selling Method. In this episode, discover the power of micro stories, or "connection stories," and how they can transform your sales approach. Learn the art of weaving relatable personal stories into your interactions to build trust, humanize the sales process, and overcome objections. Philip shares valuable insights and practical tips for sales professionals to create meaningful connections and enhance their storytelling skillsKEY TAKEAWAYSConnection Stories: Embrace the art of micro stories, sharing relatable personal experiences to build connections.Question Crafting: Develop thoughtful questions that prompt the other person to share their own stories, deepening the connection.Business Story Integration: Integrate relevant business stories into the conversation to showcase your approach, success stories, and overcome objections.Homework for Life: Practice daily reflection to identify and recall personal moments that can be turned into compelling stories.Continuous Improvement: Stay open to evolving your storytelling techniques, exploring how stories can be utilized at different stages of a sales conversation.QUOTES"Selling from the heart means tuning into how I can help the customer become better at what they are.""Connection stories are not about perfection; they're about breaking the ice, building initial connections, and making the other person comfortable to share a story in return.""Tiny moments that touch your heart are incredible moments to share.""Homework for Life: Reflect on one moment each day that touched your heart, cultivating a wealth of stories over time."Learn more about Philipp Humm: LinkedIn: https://www.linkedin.com/in/philipphumm/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Diana Kander revolutionizes the way businesses look at innovation and curiosity. A New York Times best-selling author, innovation consultant and keynote speaker, she asks some big questions. What kind of culture needs to exist in an organization to ensure innovative ideas and practices? How has Snoop Dogg continued to innovate decade after decade to stay relevant to the next generation? What causes name brands to lose relevance with their customers and go out of business? Can organizational decline be prevented?Diana has spent her career challenging assumptions and asking thought-provoking questions. A serial entrepreneur who entered the United States as a refugee at the age of 8, she has launched and sold millions of dollars worth of products and services. She outlined her biggest lessons learned for launching new products in her first book, All In Startup, which has been used by over 100 universities in their innovation courses and countless large organizations to help their employees think more like entrepreneurs. A former MBA professor at Mizzou, she has served as an entrepreneur in residence at H&R Block, Commerce Bank and several government agencies.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy kick off 2024 with a big announcement - a new book is on the horizon! They're joined by the incredible Diana Kander, author of "Go Big or Go Home" and an expert in creating transformative sales experiences. Diana shares the essential elements of sales presentations that resonate, emphasizes the importance of emotional connections, and provides actionable strategies to stand out in a world of sameness.KEY TAKEAWAYSSales Experience as a Hero's Journey: Transform your sales process into a memorable story with impactful scenes that surprise and engage prospects, setting you apart.Magic Elements in Sales: Utilize the "MAGIC" formula - Make it surprising, Analyze on a deeper level, Give the pitch in the right order, Include three-dimensional objects, and Co-create together to make your presentation unforgettable.Tie-in with Stand-Up Comedy: Incorporate surprise elements from comedy into your sales interactions, making experiences more enjoyable and memorable.QUOTES"Selling from the heart means showing them just how much you care and being able to translate those feelings into actions.""Salespeople and sales leaders, you've got to create what I call Disneyland-esque experiences for your clients.""Your customers are having an experience, whether you're doing anything on purpose or not, and to think about their experience as a movie and make adjustments can make a huge difference in your closing rate."Learn more about Diana Kander: LinkedIn: https://www.linkedin.com/in/dianakander/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Dr. Gary Sanchez is an International speaker, author, dentist, and inventor. He is best known as “Dr. WHY” for discovering the 9 WHYs, developing the WHY Discovery Tool, the WHY.os Discovery (WHY Operating System), as the Founder and CEO of the WHY Institute. Many people talk about the power of knowing your WHY, but Dr. Sanchez took it from concept to reality to activation when he created the world's first WHY Discovery tool to help people accurately and quickly discover their WHY in under 5 minutes. In 2021, WHY Institute launched the WHY.os Discovery which discovers your WHY, HOW, and WHAT and creates your personal brand message for you in under 10 minutes. Dr. Sanchez is the author of the book The Power of the 9 WHYs: How People and Teams Get Clear, Stand Out and Play Bigger which helps readers deep dive into understanding who they are, strip away their mask to see their real gifts and then equip them to be themselves by living their WHY. In this podcast, Gary and Cindra talk about: The 9 Different Why's How you can create a personal brand message Why people don't take time to understand their why Why you should understand your why HIGH PERFORMANCE MINDSET SHOWNOTES FOR THIS EPISODE: www.cindrakamphoff.com/589 FOLLOW CINDRA ON INSTAGRAM: https://www.instagram.com/cindrakamphoff/ FOLLOW CINDRA ON X: https://twitter.com/mentally_strong Love the show? Rate and review the show for Cindra to mention you on the next episode: https://podcasts.apple.com/us/podcast/high-performance-mindset-learn-from-world-class-leaders/id1034819901
Chris Schembra is the best-selling author of "Gratitude Imposta: The Secret Sauce for Human Connection." He is known as the Gratitude Guru and has used the principles of gratitude to spark over 500,000 relationships around the dinner table. Chris is dedicated to helping companies connect in meaningful ways and has worked with clients such as Microsoft, Google, Dell, and SAP.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Chris Schembra, the Gratitude Guru. They discuss the importance of authenticity and meaningful connections in sales. Chris explains how gratitude can transform relationships and drive sales results. He emphasizes the need to shift from a focus on oneself to a focus on others and shares practical tips for expressing authentic gratitude. Chris also discusses the power of spontaneous gratitude and how it can positively impact both the giver and the recipient.KEY TAKEAWAYSGratitude helps shift the focus from oneself to others, leading to more meaningful connections.Authenticity is crucial in building relationships and establishing trust with clients.Giving gratitude in the language that the recipient prefers can have a greater impact.Spontaneous gratitude can be a powerful tool for personal growth and relationship building.QUOTES"Gratitude is the acknowledgment that you've received something of value from others.""Gratitude doesn't have to be returned. Gratitude is the gift in itself.""Giving gratitude in the language the recipient likes to receive, it is the key.""Spontaneous gratitude, when done from the heart, can be a game changer."Learn more about Chris Schembra: LinkedIn: https://www.linkedin.com/in/schembra/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Mark Allen Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.SHOW SUMMARYIn this episode of Selling From The Heart, Mark Allen Roberts emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.KEY TAKEAWAYSSelling from the heart means having worthy intent and genuinely caring for customers.Understanding customers' problems and providing solutions is key to driving explosive growth.Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.QUOTES"Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers.""The more you know about your customers, the more you grow with your customers."Learn more about Mark Allen Roberts: LinkedIn: https://www.linkedin.com/in/markaroberts/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Lee Salz is a sales expert, author, and speaker. He is the author of two international bestsellers on sales differentiation and the architect of the Sales Organization Maturity Assessment. Lee helps companies understand their current sales state and provides strategies for exponential growthSHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrel Amy interview Lee Salz about the Sales Organization Maturity Assessment. Lee explains that sales organizations go through different stages of maturity, starting with a sales department and progressing to a sales team and eventually a sales force. He emphasizes the importance of recognizing the need for improvement and investing in the sales organization, especially during good times. The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth. Lee discusses the characteristics of each stage and highlights the importance of having a prescribed account management approach and evaluating sales talent effectively.KEY TAKEAWAYSSales organizations go through stages of maturity: sales department, sales team, and sales force.The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth.Prescribed account management and evaluating sales talent effectively are crucial for a sales force.QUOTES"If you don't love being in sales, love the profession, it's very hard to sell from the heart.""You're never going to know what you find, but you can find an opportunity there that you didn't know before."Learn more about Lee Salz: LinkedIn: https://www.linkedin.com/in/leesalz/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Todd Caponi is the author of the award-winning best-seller, The Transparency Sale, and the new award-winning book, The Transparent Sales Leader.Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has guided two companies to successful exits.He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.SHOW SUMMARYTodd Caponi joins the Selling from the Heart Podcast to discuss the importance of transparency in sales and leadership. He emphasizes that sales is a service profession and that the role of sales professionals is to help customers achieve optimal outcomes. Todd shares insights from sales history, highlighting the similarities between the current economic climate and that of the early 1900s. He also introduces his framework for building revenue capacity, which focuses on transparency and decision science. Todd explains the concept of intrinsic motivation and the six core elements that drive human beings. He encourages leaders to provide praise and recognition to their teams to inspire and influence them. The episode concludes with a discussion on the value of transparency in building trust and credibility in sales.KEY TAKEAWAYSSales is a service profession, and the role of sales professionals is to help customers achieve optimal outcomes.The current economic climate mirrors that of the early 1900s, and history can provide valuable insights for navigating challenging times.Transparency is crucial in sales and leadership, as it helps teams predict and understand what is expected of them.Intrinsic motivation is driven by predictability, recognition, aim, independence, security, and equitability.Providing praise and recognition to teams inspires and influences them to achieve their best work.QUOTES"True salesmanship is the science of service.""We are not thinking machines that feel, we are feeling machines that think."Learn more about Todd Caponi: LinkedIn: https://www.linkedin.com/in/toddcaponi/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Stacy Sherman, a certified customer experience (CX) speaker, author, journalist, advisor, and the award-winning host of the DoingCXRight podcast. Stacy is recognized for her Heart & ScienceTM proven framework, renowned for its ability to generate profitable clients and foster brand loyalty through an empowered and valued workforce. With 25 years of experience as a strategist and practitioner at companies like Verizon, Liveops, Schindler Elevator Corp, Wilton Brands, and AT&T, Stacy has consistently practiced what she preaches. Furthermore, she holds leadership roles on multiple university boards and has been featured in prestigious publications such as Forbes and other top-rated outlets.Stacy's driving purpose is to cultivate lasting relationships and create meaningful experiences that enrich people's lives.SHOW SUMMARYStacy Sherman joins the Selling from the Heart podcast to discuss the importance of customer experience in sales. She emphasizes that customer experience and customer service are not the same thing, and that customer experience encompasses the entire journey a customer goes through when interacting with a brand. Stacy introduces the heart and science framework, which blends the emotional and human aspects of business with data and metrics. She highlights the need for sales leaders to break down silos and create synergy between departments to deliver a consistent customer experience. Stacy also encourages salespeople to listen to customer feedback, both solicited and unsolicited, and bring that feedback back to the internal teams to drive improvements.KEY TAKEAWAYSCustomer experience is the entire journey a customer goes through when interacting with a brand, while customer service is a part of that journey.The heart and science framework blends the emotional and human aspects of business with data and metrics to create a sustainable customer experience.Sales leaders should break down silos and create synergy between departments to deliver a consistent customer experience.Salespeople should listen to customer feedback and bring it back to the internal teams to drive improvements.QUOTES"Customer experience and customer service are not the same thing.""The whole journey matters. If the beginning is fantastic but the end is hard, customers will leave.""People buy from people they trust, people they like. It's the authenticity and connection that matter."Learn more about Stacy Sherman: LinkedIn: https://www.linkedin.com/in/stacysherman/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
James works with a large financial services organization responsible for developing sales and sales leadership training content and 1:1 professional coaching at various levels. James has spent 25 years leading sales teams with a coaching, training, and teaching slant. Over the years, he has developed expertise in adult learning, overcoming personal mental blocks, professional coaching, and leadership. In 2016, he ramped up his learning journey by joining the John Maxwell Leadership Certified Team, where he received professional coaching, Leadership, Speaking, and DISC certifications. His mission is To create significant impact, positive change, and superior results in others. James published his first book, Break the Cycle: The 8 Essentials of Effective Sales Leadership, last November.SHOW SUMMARYJoin hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast, where authenticity and trust in sales are the focal points. In this riveting episode, seasoned sales strategist James Hoard shares insights from his 25 years of experience in sales and leadership. The discussion delves into the core principles of effective sales leadership outlined in his book, "Break the Cycle: The Eight Essentials of Effective Sales Leadership." From the importance of a coach-first mentality to the significance of observing and guiding sales teams, James reveals invaluable strategies and personal anecdotes that define authentic sales leadership. Aspiring sales leaders will discover actionable advice and key takeaways for nurturing their leadership skills.KEY TAKEAWAYSGenuine Desire to Help: Selling from the heart means having a sincere desire to assist and support clients authentically.Eight Essentials of Effective Sales Leadership: These essentials encompass crucial aspects such as having a coach-first mentality, observing and understanding team performance, and adopting foundational leadership practices.Leadership Book Recommendations: John Maxwell's "Developing the Leader Within You 2.0" and "The Road Less Stupid" are recommended reads for sales professionals aspiring to enhance their leadership skills.Salespeople Transitioning to Leadership: Aspiring leaders in sales should focus on foundational leadership skills, ask key questions about their leadership style, and seek mentorship.QUOTES"Coaching is about an authentic conversation, authentic relationship where I, the coach, ask questions to help you self-assess what's happening so you can determine your best path forward.""If you're a sales leader, you must see your team execute. Observation based on evidence is crucial in understanding your team's performance.""Salespeople should read leadership books; it helps understand the minds and hearts of leaders, which is valuable in sales interactions."Learn more about James F. Hoard: LinkedIn: https://www.linkedin.com/in/hoardjames/Link to book: https://www.amazon.com/Break-Cycle-Within-Sales-Organization/dp/B0BL4ZRV6BLearn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
ABOUT THE GUESTFrom Fortune 1000 Sales to Successful Entrepreneur: Mary Grothe is a masterful, inspirational storyteller. Her Keynotes, crafted effortlessly between her professional and personal worlds, will give listeners an in-depth look into how she achieves worldly success, yet overcomes the dark side of the pursuit of over-achievement.If asked what problem she solves, Mary would reply, "enslavement", referring to people who worship things of this world: fame, money, titles, and achievements, and lose their souls to gain earthly success. Her words are for the lost, the weary, the lukewarm Christians, and the Christian-curious. SHOW SUMMARYJoin hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast as they engage in a deeply insightful conversation with Mary Grothe about her journey navigating professional success while addressing the dark side that often accompanies it. Mary shares her poignant story, revealing how her success in sales was intertwined with personal struggles and the quest for fulfillment. Her recently published book, Destination Remarkable: Surviving the Dark Side of Success, explores these intricate facets, shedding light on the importance of inner healing, spirituality, and separating one's identity from external achievements. The conversation uncovers invaluable insights for high-performance sales professionals facing similar challenges, emphasizing the necessity of inner work for genuine success.KEY TAKEAWAYSSuccess in sales can sometimes be a mask for personal struggles; acknowledging inner turmoil is crucial for true fulfillment.The pursuit of success can stem from a need to fill emotional voids or past inadequacies, leading to an insatiable hunger for achievements.Separating one's identity from professional accomplishments is essential for mental and emotional well-being.Spirituality and finding a deeper sense of purpose are instrumental in achieving true fulfillment and overcoming the dark side of success.QUOTES"I had destination addiction because no matter how good my performance was, it was never good enough.""I was trying to heal inside of myself. And the success became the drug and the addiction and the hit felt great. The high, I wanted it all the time.""Our world focuses on the hustle and the grind, and the 'do whatever it takes to win' mentality. That's not transferable to any average person to pick up my playbook and do it.""I have been living my life so backward. My understanding of my worth, my North star, the source I'm plugging into. I got right there.""There's so much freedom on the other side of that, when we're not tied to that [external success]."Learn more about Mary Grothe: LinkedIn: https://www.linkedin.com/in/marygrothe/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
Patti DeNucci is the author of the critically acclaimed book, "The Intentional Networker." She is a networking expert and consultant who helps professionals build genuine and meaningful connections. Patti believes that authentic relationships are the key to professional success.SHOW SUMMARYPatti DeNucci joins the Selling from the Heart podcast to discuss the power of intentional networking. She emphasizes the importance of being authentic and purposeful in building relationships. Patti shares her insights on how to navigate networking events with grace and intention. She encourages sales professionals to focus on having meaningful conversations rather than trying to make a sale. Patti also highlights the value of finding your "right people" and investing in your network.KEY TAKEAWAYSNetworking is about building relationships, not making immediate sales.Show genuine interest in others and ask meaningful questions to start conversations.Find your "right people" and invest in building relationships with them.Be intentional and purposeful in your networking efforts.Networking can happen anywhere, not just at formal events.QUOTES"It's about selling one conversation at a time and being your true self.""Drop the idea that you're going to make a sale because of a networking event.""Find your 'right people' and invest in building relationships with them.""Networking happens everywhere. It's just connecting.""Proximity is power when you're around other lifelong learners."Learn more about Patti DeNucci:LinkedIn: https://www.linkedin.com/in/pattidenucci/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
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