Self-aware sales professionals regularly remind themselves to stop pretending that they know everything about their clients' businesses. Instead, they strive to be authentic and don't fake that they know all aspects of their clients' business. Larry Levine and Darrell Amy challenge all of us to become students of our clients' problems in a spirit of authentic curiosity. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for...
Oct 07, 2017•27 min•Ep. 24
If you want a full sales funnel you need a healthy relationship funnel. Following up to last episode, Larry Levine and Darrell Amy explore how sales managers can coach sales reps to build relationships and drive conversations with current and future clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Sep 30, 2017•29 min•Ep. 23
Why do salespeople struggle to drive conversations with net-new prospects? After all, if you want healthy sales funnel, you need a strong relationship funnel. In this episode, Larry Levine and Darrell Am y explore the art of driving authentic conversations. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Sep 23, 2017•30 min•Ep. 22
In today's world of sameness and commoditization, it can be challenging to be different than every other company. However, there are many things you can do as a sales professional to create a client experience that sets you apart. In this episode, Darrell Amy and Larry Levine explore ways you can create a client experience that truly gives you a competitive advantage. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for a...
Sep 16, 2017•28 min•Ep. 21
Would you like to develop a predictable system to get more referrals? This week we're joined by Mike Garrison , Founder of Garrison Sales Consulting . Mike shares his strategies to develop a predictable referral system. You'll be amazed at how this lines up with the core values we all hold dear. You'll also be challenged by the gut check at the end of this episode. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for adve...
Sep 09, 2017•26 min•Ep. 20
This week we're joined by Daniel Disney . Voted a Top 50 Sales Influencer , you may know him from the Daily Sales blog and his humorous sales memes. You'll love his insight on sales and what it means to sell from the heart. You'll also leave with many great ideas on how you can authentically build your brand as a sales professional. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Sep 02, 2017•24 min•Ep. 19
The emerging class of decision makers are Gen-Xer's, people in their forties and mid-fifties. In this episode, Darrell Amy and Larry Levine continue to explore ways to position yourself for success with Gen-X, the most skeptical generation. You'll learn about what motivates this generation and get ideas on how to improve your sales results. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Aug 26, 2017•21 min•Ep. 18
As millions of Baby Boomer decision makers retire, the new guard of decision makers is rising. Gen-Xer's are people born between 1965 and 1981. Now in their forties and fifties, this generation is the most skeptical generation ever and they have had access to the internet for most of their adult life. Discover what this means to you as a sales rep and how you can capitalize on this trend as Larry Levine and Darrell Amy discuss this topic. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz...
Aug 19, 2017•22 min•Ep. 17
Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products. This week we are going to bust the top 3 solution selling myths: Solution selling requires me to be a technical expert Solution selling extends the sales cycle Solution selling is complicated Join your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of...
Aug 12, 2017•28 min•Ep. 16
We all work for companies that have a brand, mission, and values. While sales professionals represent their company, they also have their own brand. In this episode, Darrell Amy and Larry Levine explore how sales reps can go beyond their company brand to develop their own identities by asking the following questions: What value do YOU bring to your clients and prospects as a person? What relevant experience do you have that could benefit your clients and prospects? Who are you? What do you enjoy...
Aug 05, 2017•30 min•Ep. 15
All sales reps have to do sales activities, but true sales professionals have purpose behind each activity. In this episode, Larry Levine and Darrell Amy explore ways sales people can add purpose to every sales activity. Bonus Material Why Sales Reps Must Read Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jul 29, 2017•30 min•Ep. 14
This week we go deeper into the hard work that sales professionals need to do to be in the top 1%. We'll talk about how sales reps need to be brokers of ideas and innovation by learning new things and sharing these ideas with their clients both face-to-face and digitally. Enjoy this episode! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Jul 22, 2017•26 min•Ep. 13
There is a big difference between a sales rep and a sales professional. In this episode, Larry Levine and Darrell Amy explore the importance of hard work. Professional athletes do plenty of hard work, practicing their sport. We need to do the same thing as sales reps. The first area of hard work is self-reflection. Enjoy this week's episode and take the challenge to reflect on why you do what you do, who you are, and what value you bring to your clients and to the world. Hosted by Simplecast, an...
Jul 15, 2017•23 min•Ep. 12
What is your story? Stories are powerful--especially when they are genuine. In this episode, Darrell and Larry explore the power of two types of stories in the sales process. The first story is your own story. What experiences have you accumulated and how can these experiences add value to your clients? The second type of stories are the ways you have helped clients. What have you and your company done to help specific clients? What challenges did they have? How did they benefit from working wit...
Jul 08, 2017•18 min•Ep. 11
Wow. You don't want to miss this episode with Dale Dupree. As the President of Sales for Dedicated IT, a growing managed services provider, Dale's passion for what he does will inspire you. In this podcast we talk to Dale about the mantra on the wall of his sales bullpen: "My heart longs to learn and aches to serve." If that doesn't sum up "selling from the heart" we don't know what does. Listen in as Dale shares his vision for how he serves his clients and motivates his team. Hosted by Simpleca...
Jul 01, 2017•32 min•Ep. 10
Do you have your customer's best interests at heart? Buyers can smell insincerity. Trust is the ballgame and today's guest, Dr. David Stuckenberg coaches us on how to build trust. Not only did he begin in sales, but his career has also taken him to the remotest parts of the earth in the US Air Force and with international negotiations. David shares with us the importance of trust, how to build trust quickly, and how to sustain trust. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com ...
Jun 24, 2017•33 min•Ep. 9
If you want to develop authenticity and remove barriers that are holding you back, you're going to love this conversation with our friend, Darren Reinke . He's the author of The Savage Leader, 13 Principles To Become a Better Leader From the Inside Out. Darren believes that great leaders and sales professionals are built from the inside out, not the outside in. You'll discover why values are critical to becoming a more authentic rep. You'll also learn how to identify and begin removing self-limi...
Jun 17, 2017•32 min•Ep. 8
Have sales reps lost the art of driving conversations with new prospects? How does this work in the digital age? In this episode of the Selling From the Heart Podcast, Darrell Amy and Larry Levine explore how sales reps can drive conversations face-to-face and online. All of this is geared toward filling the relationship funnel. As Larry always says, if you have an empty relationship funnel, you have an empty sales funnel! Conversations build relationships. Tune in and get helpful ideas that you...
Jun 10, 2017•24 min•Ep. 7
Larry and Darrell explore the art of opening up genuine conversations by listening to what your clients and prospects are saying--in person and online. In this episode, we explore the importance of paying attention and responding genuinely to drive conversations. Show Resources Bernadette McClelland, The Art of Commercial Conversations, When It's Your Turn To Make a Difference We LOVE this book. Every sales rep that wants to sell from the heart needs to pick up a copy of this book and savor it o...
Jun 03, 2017•24 min•Ep. 6
This week we're excited to introduce Scott MacGregor , Founder, and CEO of Something New , one of the most innovative talent acquisition partners. This week we'll be discussing what it means to sell from the heart, specifically as it relates to attracting top-level sales and leadership talent for your organization. Show Links Following are items we referred to during the show. Slow Down, Sell Faster This fantastic book by Kevin Davis is a must-read for our audience. You'll love this book. Hopefu...
May 27, 2017•30 min•Ep. 5
There is a big contrast between sales reps that understand their value propositions and reps that just list out features. Buyers are tired of hearing canned speeches and empty promises. In this episode of the podcast, Darrell and Larry explore what it means to be an "empty suit" and what we can do to ensure we are bringing the goods. Show Resources Why I Should Talk With You Continued Larry's blog post irreverently explores the concept of being an empty suit as a sales rep. Creating and Deliveri...
May 20, 2017•28 min•Ep. 4
Do you have the courage to ask your clients one simple question: “What value do I add to your business?” The answers to this question give you amazing insight into how to sell to future clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
May 13, 2017•23 min•Ep. 3
We all have a physical persona in face-to-face interactions. However, in today’s world, we also have a digital brand that we need to build. Larry and Darrell discuss how to build an authentic online brand for yourself as a sales rep. entrepreneur Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
May 06, 2017•32 min•Ep. 2
Meet co-hosts Darrell Amy and Larry Levine has they cast vision for this new podcast and have an honest conversation about what it means to sell from the heart. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Apr 28, 2017•26 min•Ep. 1
