Andy Paul , author of Zero Time Selling and the founder of The Sales House joins us for a vibrant discussion about the human-to-human aspect of sales that tends to get lost in today's world of digital communication platforms. We also explore the critical ways sales professionals can invest in themselves. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Dec 01, 2018•30 min•Ep. 86
Perhaps the best thing a Selling From the Heart sales professional can do to advance their career while keeping their heart in check is to get involved in local non-profits. This week, Marnie Schneider , author of the Football Freddie series and contributing author to Standing O! , shares her story about getting involved in the community. You'll enjoy this discussion, full of wisdom and motivation! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection...
Nov 17, 2018•30 min•Ep. 84
This week we're joined by Tim Hughes , founder of Digital Leadership Associates , host of the #TimTalk Podcast , and the co-author of Social Selling: Techniques to Influence Buyers and Change Makers and the new book, Smarketing: How to Achieve Competitive Advantage through Blended Sales and Marketing, We discuss the importance of conversational intelligence in the sales profession. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of perso...
Nov 10, 2018•30 min•Ep. 83
Lee Salz , Selling From the Heart Champion and author of Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want joins us this week to share practical ideas you can put to work immediately to differentiate yourself in a sea of sameness. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Nov 03, 2018•29 min•Ep. 82
Sales professionals are leaders: they build relationships, cast vision, and motivate people to take action. This week we take a look at the Emotional Intelligence traits of effective leaders and consider how they can be applied to sales. You'll be challenged as you consider how you could improve your sales effectiveness by developing important traits like authenticity, presence, and resiliency. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and...
Oct 27, 2018•32 min•Ep. 81
As a special bonus to the Selling From the Heart Podcast tribe, we're sharing a recording of Larry's recent webinar: Unlocking The Untapped Potential In Your Client Base. What if the key to growing your business was right in front of your nose? In this webinar Larry Levine, author of Selling From the Heart, shares the strategies he used on the street as a technology sales rep to leverage his current client base to grow revenue. These proven tactics can be adapted to any sales style. You can also...
Oct 23, 2018•23 min•Ep. 80
Confidence is a critical factor in sales success. However, the life of a sales rep is full of challenges that can erode confidence. This week we talk with the Confidence Creator herself, Heather Monahan . She is the author of the book, Confidence Creator . You’ll enjoy this inspiring discussion about how sales professionals can build unstoppable confidence. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Oct 20, 2018•29 min•Ep. 79
Are you a millennial and wondering if the sales profession was the right career choice for you? Yes! Sales is a great place for people who want to be authentic and make a living while making a difference in the world. This week Larry Levine and Darrell Amy explore the topic of how selling from the heart can make sales a great career for millennials. In this episode, we refer to the Selling From the Heart Manifesto! You can download it here and learn more on a previous podcast episode . Hosted by...
Oct 13, 2018•28 min•Ep. 78
For most sales reps, prospecting represents an area where they need to steel their hearts against rejection. As a result, most prospecting is not authentic. What if we brought our heart to prospecting? In this episode, Larry Levine and Darrell Amy explore the power and pleasure of authentic prospecting. We'd like to extend a special thank you to each of you that have helped us spread the word about Selling From the Heart. If you're enjoying the book, would you do us a favor. Go to Amazon and lea...
Oct 06, 2018•27 min•Ep. 77
This week we're joined by Kelly Riggs , founder of of the Business Locker Room and author of several books including Counter Mentor Leadership . You'll enjoy this discussion about the three types of sales professionals. You'll learn how true sales professionals can become professional business people that can add consultative value. Every week we feature a Selling From the Heart Champion. This week we're giving a shout out to Jay Jensen , lead coach for Car Motivators. Check him out on LinkedIn....
Sep 29, 2018•30 min•Ep. 76
We've all heard the saying, "Your network is your net worth." However, building a network takes more than clicking a "connect" button on LinkedIn. It requires consistent active engagement. Darrell Amy talks to Larry Levine about how he built his network and the incredible power of genuine engagement with other human beings to drive sales success. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Sep 22, 2018•29 min•Ep. 74
To celebrate the launch of the Selling From the Heart book on Wednesday, September 19, we're joined by Keenan , a true Selling From the Heart Champion. This week we explore what it takes to stoke the fire of passion that drives you to do the hard work to be a true one-percenter. Listen in and get fired up! Keenan is the founder of A Sales Guy and author of Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You . Hosted by Simplecast, an AdsWizz company. See pcm...
Sep 15, 2018•27 min•Ep. 73
Every sales professional goes through seasons of frustration and even despair. There is an aspect of sales that is very emotional. Let the negative emotions fester and they can drag you down, shipwrecking your career. In this episode, Larry Levine and Darrell Amy get gut-level honest about sales funks, brainstorming practical ways to get back on track. If you're in a funk, you need to listen to this episode. If you're not in a funk, take these ideas to heart--you may need them someday! Hosted by...
Sep 08, 2018•27 min•Ep. 72
Inspired by two recent trips in first class, Darrell's blog article, First Class is a Seat, Not an Experience , we explore why sales professionals should go the extra mile to create a first class experience for their prospects and clients. Larry shares some stories from his field experience and challenges all of us to step up our client experience. Enjoy! Download Now Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for a...
Sep 01, 2018•29 min•Ep. 71
Forget the Wheaties, oatmeal, or All American Grand Slam. Selling From the Heart Champions eat feedback for breakfast. In this episode you'll be challenged to go to your middle-of-the-road clients and ask for feedback. The goal is to double your list of raving fans by the end of the year. Listen in to learn more. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Aug 25, 2018•27 min•Ep. 70
One of the biggest buzzwords in sales these days is "sales enablement." While we all appreciate that new platforms and content that our companies provide, the problem is that if we focus on getting visible without working on increasing our value, we'll get vetted out of the deal. In this episode, Larry Levine and Darrell Amy take an honest look at what it takes to become more valuable, a process called "self enablement." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for informati...
Aug 18, 2018•27 min•Ep. 69
This week we're joined by our good friend, Deb Calvert , author of Stop Selling and Start Leading . We discuss how true sales professionals can build competitive advantage, improve win rates, maximize profit, and enhance enjoyment of their job. How? Created value--individual value that comes from you as a sales professional. Larry, Darrell, and Deb discuss ways sales professionals can create value in the sales process. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information...
Aug 11, 2018•28 min•Ep. 68
We all talk about improving our closing skills. What about our opening skills? The way we open up new conversations has a direct bearing on the close. Of course, if we don't open up new conversations, we won't close any new business. Beyond that, the real question is, "How are you opening conversations?" This week Larry and Darrell explore the different ways to start a conversation to set up a successful close. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about o...
Aug 04, 2018•29 min•Ep. 67
This week Larry Levine and Darrell Amy discuss what they have learned from working with sales teams this year: most sales reps cannot clearly articulate their value proposition. Get this right and you put yourself ahead of the majority of your competition. In this episode we discuss the importance of understanding the value you bring from three perspectives: your company, yourself, and your clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collectio...
Jul 28, 2018•25 min•Ep. 66
This week we're joined by Jeff Bajorek of The Why and the Buy podcast and author of The Five Forgotten Fundamentals of Prospecting . Every sales professional needs to prospect. This week we explore ways you can keep yourself or your sales team energized for growth. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jul 21, 2018•28 min•Ep. 65
Prospects are people. If you want a full sales funnel, you need a full relationship funnel. What if prospecting was about more than finding a deal in the 30 day window? What if it included building relationships and driving conversations to build a foundation for a healthy sales funnel? In this episode, Larry Levine and Darrell Amy explore the power of prospecting to fill the relationship funnel. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection a...
Jul 15, 2018•24 min•Ep. 64
Sales professionals constantly face the temptation to give into discouragement. Bad news and rejection are inevitable in sales. What's important is how you handle it. In this episode, Darrell Amy and Larry Levine offer strategies to proactively handle discouragement in sales. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising....
Jul 07, 2018•28 min•Ep. 63
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
