Selling From the Heart Podcast

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 benefit...

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. Hoste...

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,...

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.

"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...

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.

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 f...

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.

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...

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 a...

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.

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 AdsW...

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 Si...

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 Simplecas...

The one, the only Keenan joins us this week to weigh in on self-awareness and vulnerability as core attributes of successful sales professionals. Keenan is the founder of A Sales Guy and author of Not Taught , one of our all-time favorite books on what it takes to be successful in today's digitally-connected, socially-savvy world. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for i...

This week we're joined by one of our favorite authors, Bernadette McClelland , author of The Art of Commercial Conversations . You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance of knowing who you are as a sales rep, and much more! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection...

During this Thanksgiving week, we're reminded how gratitude plays a critical role in the success of a sales professional. In this episode, Darrell Amy and Larry Levine explore ways that sales reps can express gratitude by being thankful and giving back to their clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for a...

What would it look like to sell with more curiosity? Building on a  curiosity assessment published in Harvard Business Review , Larry Levine and Darrell Amy explore how to nurture the three attributes of curiosity and how this can positively impact sales results. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertis...

This week Larry Levine asks the hard question: "What are you doing as a sales rep to engage, educate, and excite your prospects?" We discuss what sales professionals need to do to ensure the big rocks of self-education, client visits, and proactive prospecting get done.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for...

Are you babysitting your current accounts or building value and building networks? This week Darrell Amy and Larry Levine explore the massive difference between a sales rep that does the bare minimum and a sales professional that continues to build value after the sale.   Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for...

How would your clients describe their experience with you? Larry Levine and Darrell Amy highlight the importance of client experience. They unpack three practical ways you can improve your client experience by being present, paying attention, and remembering their goals. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for...

Sales managers, VP's of sales, and all executives, this week Larry Levine and Darrell Amy issue the challenge to lead by example. Buyers have changed their buying habits in favor of digital communication on search and social. Millennial sales reps are coming onto our sales teams as true mobile natives. What are we doing as leaders to set the example? We'll explore three ways leaders can support di...

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 Ad...

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.

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.