Selling From the Heart Podcast

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 AdsW...

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 o...

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 c...

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...

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 suc...

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 client...

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 adver...

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....

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...

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 fu...

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. Se...

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...

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...

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...

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.

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 infor...

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...

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...

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 Internationa...

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...

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 Int...

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 Simp...

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.

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. S...

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 collect...