How are you doing year-to-date? The middle of the year provides time to pause and see how you are doing year-to-date with your personal goals. Larry Levine and Darrell Am y offer inspiration to help you take advantage of this mid-year opportunity to set yourself up for a highly successful second half. You'll be challenged to recalibrate your goals, reconnect with your clients, and recharge your funnel. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collec...
Jun 30, 2018•30 min•Ep. 62
What will set you apart in a market of sameness? In this episode, Larry Levine and Darrell Amy explore how you can understand and communicate your personal values in the sales process to drive competitive advantage. You'll be challenged to interview your top clients to discover how your values are coming through and which ones they appreciate the most. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jun 23, 2018•29 min•Ep. 61
One of the most powerful things sales professionals can do is listen. However, most sales people listen to sell and then immediately jump into sales pitch mode the moment they uncover a pain point. This week Larry Levine and Darrell Amy pose the question, "What would it look like if we simply listened to learn about our prospect's business?" We believe this drives trust while also allowing you to discover the full scope of the client's goals, dreams, challenges, and drivers. In the episode we re...
Jun 16, 2018•25 min•Ep. 60
Do you have any deals that have been stuck in your sales funnel for far too long? In this episode, Larry Levine and Darrell Amy explore two key reasons deals get stuck in the funnel and how you can get more of your deals moving forward to close. As we mention at the beginning of the episode, check out our friends at Something New ! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jun 09, 2018•27 min•Ep. 59
James Muir , author of the best seller, The Perfect Close , joins us this week to discuss how sales professionals and their managers can transform their results by turning the focus inward. You'll learn about the power of knowing who you are, what you value, and your story. At the end you'll love the practical ideas that James brings to the table. Enjoy and check out James' book on Amazon . Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use...
Jun 02, 2018•27 min•Ep. 58
What's holding you back from filling the empty suit and becoming a sales professional with substance? It takes a plan, practice, and preparation. Larry Levine and Darrell Amy discuss the top things holding sales reps back: fear and ego. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
May 26, 2018•28 min•Ep. 57
Many sales professionals are empty suits, having lots of style but lacking substance. The week we explore ways to fill the empty suit with the intangibles that build competitive advantage, inspire loyalty, and generate referrals. You'll be challenged! Also, get updates on the upcoming Selling From the Heart book! Click here . Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
May 19, 2018•29 min•Ep. 56
In sales situations with high sales resistance from buyers with sales reps pressured for performance it can be a struggle to drive good conversation. Yet it's conversation is the foundation of any relationship, the basis for trust, and the vehicle by which we uncover need. In this episode we discuss these topics with our friend, Bernadette McClelland , author of The Art of Commercial Conversations, When It's Your Turn to Make a Difference . Get updates on Larry's soon-to-be-released book, Sellin...
May 12, 2018•26 min•Ep. 55
As we head into year 2 of the Selling From the Heart Podcast, it's time for a manifesto! What does it mean to sell from the heart? Larry Levine and Darrell Amy explore the planks of a manifesto. It's punchy, it's fun, and we think you'll be inspired! We also invite you to contribute to the manifesto. Click here to weigh in on our new LinkedIn Group . Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
May 05, 2018•27 min•Ep. 54
Nobody embodies the spirit of selling from the heart more than Tom Hopkins. We're proud to have Tom as the guest of honor on as we celebrate the one year anniversary episode for the Selling From the Heart Podcast! You'll appreciate his sincerity as he shares nuggets of wisdom for today's sales professionals. Once you hear this episode, we trust you'll be inspired to visit Tom Hopkins International where you'll find all kinds of helpful resources and learn about the upcoming Sales Academy in New ...
Apr 28, 2018•27 min•Ep. 53
If you want a full sales funnel, you need a full relationship funnel. Every relationship begins with a conversation. In this episode, Larry Levine and Darrell Amy get practical with street-smart tactics to start great conversations with your prospects. A special shout out to our friend, Bernadette McClelland , author of The Art of Commercial Conversations . Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Apr 21, 2018•23 min•Ep. 52
Freshly energized from the sold out Outbound Conference , Larry Levine shares his top five takeaways from speakers like Jeb Blount , Mike Weinberg , and Anthony Iannarino . Here are the top 5 takeaways: Pipe is Life! Don't Overcomplicate Recognize the Importance of Story Build a Model Sales Week Social is Jet Fuel for Outbound Also, check out Larry's newest special report: How Sales Teams Can Integrate Social To Grow Net-New Revenue . Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com...
Apr 14, 2018•30 min•Ep. 51
How do you set yourself apart? Focus on the things that are unequal! This week, our special guest, Phil Gerbyshak ( http://www.philgerbyshak.com/ ) shares strategies to differentiate yourself by connecting with your values and aligning your behaviors with your values. We'll talk about the power of celebrating behaviors related to these values with our clients, prospects, and teams. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of perso...
Apr 07, 2018•28 min•Ep. 50
One of the biggest things sales reps struggle with is differentiating themselves from the sea of competition. This week Darrell Amy and Larry Levine share strategies to differentiate by bringing unique insight and deep understanding. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Mar 31, 2018•28 min•Ep. 49
Nothing Brings About Success Like Walking Through The Right Doors Those close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It is an opportunity to expand your horizons. I'm flabbergasted by the amount of people who simply fail to ask for help. I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a wor...
Mar 26, 2018•27 min•Ep. 49
This week we're joined by Deb Calvert, author of Stop Selling, Start Leading . Did you realize that as a sales rep, you are a leader? Deb shares the parallels between practices of exemplary leaders and practices of high-performing sales reps. You'll be encouraged and challenged--don't miss this episode! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Mar 24, 2018•24 min•Ep. 48
As sales reps we sometimes have the tendency to overcomplicate things. This often happens with things that seem "technical" like social selling or solution selling. However, these things are not rocket science. In this episode, Outbound 2018 presenter Larry Levine and Darrell Amy unpack the fear of complication and fear of failure that hold many of us back from experiencing the incredible benefits of embracing (and sticking with!) something new. Hosted by Simplecast, an AdsWizz company. See pcm....
Mar 17, 2018•29 min•Ep. 47
This week Larry Levine and Darrell Amy explore the power of sales reps getting involved in community service organizations. Yes, you'll meet some new people that could become clients. But the true benefits are that it re-calibrates your heart with an attitude of service that you can bring back to the office. Plus, it boosts your credibility--something that we all need as sales professionals. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and us...
Mar 10, 2018•21 min•Ep. 46
There can only be one hero in your sales story. It's either you or your prospect. Sadly, most sales reps make it all about themselves and it alienates their prospects. Inspired by the book Building a Storybrand, Larry Levine and Darrell Amy explore how we can make our prospects the hero, understand their challenges, and put ourselves in the position of being their guides.dar Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal dat...
Mar 03, 2018•25 min•Ep. 45
This week we're going to have some fun based on Larry's recent blog post, 5 Yiddish Words That Remind Me Of Sales Reps... Oy Vey! You'll enjoy this episode but beware, in between laughs, you may get a few convicting punches in the gut. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Feb 24, 2018•27 min•Ep. 44
"What you put in is what you get out." Nobody embodies this maxim better than our friend, Steve Nudelberg. In this episode, Steve shares his passion for sales, relationships, and high performance by always being in the zone. Make sure to check out this amazing book, Confessions of a Serial Salesman-27 Rules for Influencers and Leaders That Will Change Your Life and Business . You're going to love Steve! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our colle...
Feb 17, 2018•26 min•Ep. 43
Companies like Uber and Starbucks have built huge competitive advantage by creating a better client experience. What can you do as a sales professional to create a better client experience? In this episode, Larry Levine and Darrell Amy . Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Feb 10, 2018•28 min•Ep. 42
In the sales world, social has become a shiny object that we expect to offer us massive sales in exchange for minimal input. In reality, social is a spotlight on some core attributes that sales reps need to work on. In this episode, Larry Levine and Darrell Amy discuss developing a substantive value proposition, bringing knowledge to back it up, and driving conversations to fill the relationship funnel. All of this requires hard work. This work also has the promise of putting a true sales profes...
Feb 03, 2018•24 min•Ep. 41
Sales professionals pay close attention to their online image. This week Darrell Amy and Larry Levine share new ways you can continuously improve your LinkedIn profile to position yourself to win. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jan 27, 2018•23 min•Ep. 40
In the marketing world, they talk about Growth Driven Design, the process by which a company continuously improves their website over time. This week Larry Levine and Darrell Amy explore how sales professionals can take the same approach to continuously improving their LinkedIn profiles. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jan 20, 2018•23 min•Ep. 39
If you want to be a high-value sales professional, you need to bring ideas to the table. Where do these ideas come from? You need to read. This week Darrell Amy and Larry Levine share their 2018 reading list. Tune in to get inspired and to develop your own reading plan. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jan 13, 2018•31 min•Ep. 38
The new year is here! You've made a personal development and action plan. Now, it's time to execute! This week, Larry Levine and Darrell Amy discuss execution and discipline as sales reps, giving special attention to developing a planning cadence for success. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jan 06, 2018•25 min•Ep. 37
With the new year is upon us, over the past few weeks, we've challenged you to build a personal development plan and a personal business plan. This week we bring it down to action items. Larry Levine and Darrell Am y challenge you to create your personal action plan for prospecting and client management. Join us to get ideas to build your action plan for the new year. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for a...
Dec 30, 2017•37 min•Ep. 36
With a new year on the horizon, true sales professionals have the opportunity to build a personal business plan. After all, we are all entrepreneurs in our own territories. As such, we all need a plan. In this episode, your cohosts Larry Levine and Darrell Amy present an outline to get you motivated to create your own business plan for the levels of success you desire in the new year. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of pe...
Dec 26, 2017•22 min•Ep. 35
The final weeks of the year are upon us. It's time to plan for 2018. Sales professionals go above and beyond the expectations of their company, creating their own plans to excel. This week Larry Levine and Darrell Amy challenge you to build a personal development plan in the areas of sales skills, business acumen, and product knowledge so that you can add value to your clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal ...
Dec 16, 2017•28 min•Ep. 34
