In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Paul Caffrey, the co-author of the book " Work Before The Work: The Hidden Habits of Elite Sales Professionals That They Use to Outperform the Competition. " Paul has spent the past 14 years mastering the sales profession and is trusted by some of the world's biggest brands and most innovative scale-up tech companies. Paul shares his insights on sales preparation and how it can help sales professionals ou...
Jun 17, 2023•34 min•Ep. 326
HIGHLIGHT QUOTES What does it mean to sell from the heart? - Larry: "It depends on what's in your heart, again, goes back to how your authentic self sells you. You have to be willing to do the inner work when you uncover who your true self is when you uncover what's in your heart, amazing things start to happen. But it's just how you can connect and how you can relate to people." Learn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it...
Jun 10, 2023•38 min•Ep. 325
Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Don Barden, Author of The Perfect Plan. You never know who can help you so the mindset of helping is a powerful thing to have. Don and our host duo talk about the book and the simple things that the one percent do that make a difference. He talks about becoming a steward and thinking about serving your client instead of focusing on your own sales. With this mindset, you'll be rewarded a thousandfold b...
Jun 03, 2023•40 min•Ep. 324
Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature David Newman, Author of Do It! Selling. He talks about getting a 'selling from the heart' experience as a prospect and how these experiences should be something we should also take note of as sellers. David dives deep into why there's such a hesitation in the prospecting process and how Do It! Selling attempts to address that and improve performance overall. If you approach it with complete integrity,...
May 27, 2023•36 min•Ep. 323
Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Bernadette McClelland , The Story Strategist and Founder of the StorySelling Philosophy. She is also the author of Shift and Disrupt. Storytelling is the oldest form of communication. Her StorySelling Philosophy is a unique model that takes sales conversations deeper. The framework consists of 3 interconnected circles: Connection, Conversation, and Conversion. The magic happens at the intersection of ...
May 20, 2023•39 min•Ep. 322
Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Jim Packard and George Campbell , the co-authors of The Consistency Chain . How people make decisions can be drastically different from one person to the next. Only 20% of people make decisions using their prefrontal cortex, the executive function part of the brain, while the rest of the 80% use their primal ventral striatum which makes decisions based on whether it is easy, safe, and pleasurable. The...
May 13, 2023•34 min•Ep. 321
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Stacey Hall , the author of Selling from Your Comfort Zone and founder of Success with Stacey Hall. Being comfortable does not mean being lazy. It means you sell in alignment with your values, experiences, and products without needing to be assertive. Sales professionals are always told to be prepared for no. But what if we instead enter conversations with the intention of getting a yes? Stacey talks ...
May 06, 2023•34 min•Ep. 320
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Oakland McCulloch , a retired lieutenant colonel and the author of Your Leadership Legacy . Taking from 40 years of leadership, Oakland zeroes in on taking care of people as the number one priority of every organization. He emphasizes that a culture of trust starts with servant leadership, and you can start this by bridging the professional and personal gap to forge trust with your team. Oakland also ...
Apr 29, 2023•34 min•Ep. 319
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Brad Adams , a dynamic and engaging speaker, trainer, and coach who helps clients transform their organizations and accelerate revenue growth. Darrell shares the analogy of "slowing down to speed up" and this captures what Brad says about investing in people. If leaders want their sales reps to improve their relationship selling with their ideal clients, then they have to model how to invest in people...
Apr 22, 2023•36 min•Ep. 318
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they chat with Justin Clark , the Vice President of Business Development at EVI Industries. When you have a genuine care for customers, whether they receive your good intentions or not, the outcome of your relationship does not matter. Being real flows as well when you are a leader at the helm of a sales team. Justin shares how he took feedback and how this improved his relationships, and how "confident uncertaint...
Apr 15, 2023•34 min•Ep. 317
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Bret Barrie , the National Director of Corporate Accounts at Urgo Medical North America, as well as the author of The Selling Edge and Promoted . Transitioning from individual contributor to sales leader is not a clear-cut process. It takes nuance and Bret shares the 3 things you need to be successful: build your personal brand, have career-oriented discussions with the higher-ups, and develop a...
Apr 08, 2023•36 min•Ep. 316
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they chat with Dan Dominguez , the Chief Growth Officer at the WHY Institute. Selling from the heart is all about being authentic to your prospects and clients. Dan shares his thoughts on the indicators that show you are successful in selling from the heart. Conversations that flow naturally are the start of great relationships, and even if you are not a good fit today, that relationship keeps you top of your mind...
Apr 01, 2023•37 min•Ep. 315
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Amy Franko , a sales leader who built a successful B2B career with IBM and Lenovo before pivoting to entrepreneurship with a focus on sales consulting, training, and leadership excellence. Amy is also the author of The Modern Seller . Amy's insight on selling from the heart is centered on sincerity and substance. Not only must salespeople be genuinely consultative to help clients make decisions,...
Mar 25, 2023•33 min•Ep. 314
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they have a chat with Andrea Waltz and Richard Fenton , the authors of Go for No! Yes Is the Destination, No Is How You Get There, and their latest book, When They Say No . Salespeople need to understand that you need to be willing to hear no before you hear yes and that the more you hear no, the more you will hear yes as well. Andrea and Richard give actionable advice for when you do hear no, like learning to rea...
Mar 18, 2023•35 min•Ep. 313
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Sharon Lechter , a celebrated keynote speaker, co-author of the international bestseller Rich Dad Poor Dad , and author of Three Feet From Gold , among many other achievements. Today, Sharon shares the Personal Success Equation and its different elements, as well as the story behind how she brought new life to the fundamental teachings of Napoleon Hill in Think and Grow Rich and Outwitting the D...
Mar 11, 2023•35 min•Ep. 312
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Dr. Gary Sanchez , an international speaker, author, a dentist for over 3 decades, and an inventor who discovered the 9 WHYs and developed the WHY Operating System (WHY.os). He is known as Dr. WHY and he is the founder of the WHY Institute, who also developed the WHY Discovery Tool. He shares that knowing your why attracts the people you want to do business with because they believe what you believe t...
Mar 04, 2023•38 min•Ep. 311
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Sean Litvak , the bestselling author of Proverbs For Leadership . Today, Sean talks about putting the needs of the customer before a seller's need to close and coaching people to their strengths. Sean also discusses the thoughtful consideration of feedback and how to give and receive feedback that is based on a desire to improve rather than prescribe to others what is right. He also coaches on self-sa...
Feb 25, 2023•36 min•Ep. 310
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine . Today, they feature bestselling author Jon Gordon , whose principles are utilized by Fortune 500 companies, athletes, and sales professionals all over the world. Jon gives his insights on how selling from the heart means loving your clients and making a difference in their lives. He is convinced that to be great, you have to serve others and care more. And as love is the highest frequency, J...
Feb 18, 2023•38 min•Ep. 309
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine . Today, they feature sales performance expert Dave Kurlan , Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine. He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it ...
Feb 11, 2023•36 min•Ep. 308
Welcome back to another episode of the Selling from the Heart podcas t with Darrell Amy and Larry Levine . Today, they feature Ancil Lea , a healthcare software technology industry veteran of over 35 years who has helped startups gain market share with his relationships and strategies. He is the author of Common Grounds 2 , the latest in a series, and he talks about achieving monumental things by making the first step. He highlights how being authentic is the correct way to sell and shares how a...
Feb 04, 2023•37 min•Ep. 307
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine . Today, they feature Kimberly Wiefling , a serial entrepreneur, founder of Wiefling Consulting, and author of Scrappy Project Management who is known for her authentically scrappy style. Companies must engage people in a mission that matters, a purpose beyond profit. This reflects in levels of employee engagement and it also shows in how clients relate back to you. Kimberly shares her own exp...
Jan 28, 2023•36 min•Ep. 306
Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine . Today, they feature Helen Fanucci , an MIT-trained engineer who manages teams responsible for billions of dollars in quota. She developed the Love Your Team system of sales management, as well as wrote a book, and hosts a podcast with the same name. Helen shares how to love your team and your customer and why this is the superior business choice. Sales nowadays emphasize relationships and lo...
Jan 21, 2023•36 min•Ep. 305
Welcome to the new format of the Selling from the Heart podcast with your hosts Darrell Amy and Larry Levine . Today, they feature Keith Lubner , Chief Business Strategist at Sales Gravy. Like Darrel and Larry, Keith is fanatical about developing relationships with people who share his values. Keith also shares his insights on mastering the basics to weather any downturn and his thoughts on the number 1 skill sales professionals need in 2023 and beyond: time management. He also comments on radic...
Jan 14, 2023•39 min•Ep. 304
There are times in your sales career when you hit a wall and the questions come. What am I doing? What is this all about? Who am I? These questions came to the surface with our friend, Carrie McCann . In the middle of a highly successful sales career she began to ask questions. Today you'll be inspired as you hear her story. You'll leave with some great ideas. More importantly, you'll leave with some powerful questions. Get ready to be inspired! Make sure to get your ticket for the 2023 Authenti...
Jan 07, 2023•37 min•Ep. 303
Get ready to embrace the power of gratitude! Elizabeth Cottrell is on a mission to catalyze a movement of heart-spoken notes of gratitude and encouragement. She is the author of Heart Spoken: How To Write Notes That Connect, Comfort, Encourage, and Inspire . In this conversation you will be challenged and coached on how to develop a habit of sending personalized notes to your clients, prospects, coworkers, suppliers, and friends. Find additional ideas and resources on Elizabeth's website at www....
Dec 31, 2022•33 min•Ep. 302
Ethics are at the core of an authentic sales professional. You're going to enjoy this conversation with Jonason Goldson as he coaches us on the importance of ethics in sales. We'll explore how to build trust as you get clear on your values. You'll be challenged as we talk about how to avoid ethical blindspots. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.aut...
Dec 24, 2022•34 min•Ep. 301
There are many parallels between high-performance athletes and high-performance sales professionals. Our new friend, J.R. Butler , brings real-world insight from the intersection of athletic and sales performance. In this powerful conversation, you'll learn the difference between someone that has plays at sales and a true sales professional. You'll be inspired to take action around the 3 P's of sales success. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way J...
Dec 17, 2022•30 min•Ep. 300
In a post-trust world, authenticity is critical for sale success. Finka Jerkovic is the author of Sell from Love . She coaches us on the dimensions of authenticity. You'll be challenged to discover your authentic self and show up in a meaningful way with empathy and purpose. Make sure to stay tuned as she talks about the four types of transformation we can deliver as sales professionals. You're going to love this conversation! Need inspiration? Join the Selling From the Heart INSIDERS Group for ...
Dec 10, 2022•29 min•Ep. 299
Sales professionals are entrepreneurs. We are continually asked to innovate, figuring out how to uncover relevant problems and motivate change. Bob Moesta 's career has been at the center of innovation. The ideas from his new book Learning to Build: The 5 Bedrock Skills of Innovators and Entrepreneurs , are profoundly relevant to sales. Grab a pen and a notepad and get ready to learn five ideas (plus one bonus one at the end) that will positively impact your ability to sell--especially in these ...
Dec 03, 2022•34 min•Ep. 298
As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover brings us insight from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance . In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver ...
Nov 26, 2022•32 min•Ep. 297
