Selling From the Heart Podcast

Need to build trust, establish relationships, and communicate value? Today's guest, Collin Mitchell , believes that sales professionals should consider podcasting as a way to accomplish these three objectives and more. In this interesting conversation with Collin, you'll discover how sales professionals can enhance both their personal brand and their network through podcasting. You'll learn about...

Complacency is the silent killer of sales and sales teams. Today we're joined by Len Herstein , the author of Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success . You'll learn the true definition of complacency--it's not what you think. Len shares the telltale signs of complacency for both sales reps and sales leaders. Then you'll learn how to be vigilant. Do...

What do top athletes, astronauts, Nobel-prize winners, and top executives do that allows them to perform at the highest level? Ruth Gotian , author of The Success Factor , wanted to find out. Her journey led her to discover the four attributes that they had in common. You're going to learn about these key characteristics and more in this inspirational conversation. Are you a sales leader? We want...

In today's world of supply chain issues and price increases, sales professionals can easily find themselves stuck in a cave that paralyzes their success. Today's guest, Val Ries , knows what that's like. As the author of Chief Inspiration Officer: How to Lead the Team Everyone Wants to Be On , she helps sales leaders inspire their teams, getting them out of the CAVE and into the CRAVE. Wonder what...

What does authenticity look like in leadership and sales? Former basketball coach and host of The Athletics of Business Podcast , Ed Molito r joins us today for a deep conversation about authentic leadership. The stories Ed shares will inspire you while challenging you to your core. Get ready to enjoy this conversation! Check out Ed's book, Growing Through (Not Just Going Through) Crisis .  Got sa...

In a tight job market where sales professionals are hard to find, many companies are realizing that the key to success is to create a healthy sales culture. Our friend, Bill Zipp , author of The Ultimate Sales Manager Playbook , believes that healthy sales cultures should be the top priority of sales leaders. We talk about the problem with continuing to push the "More" button with sales teams. Bil...

It's no secret that we are in tough times. Today's guest, Paul Reilly , coaches us through practical skills to develop resilience. He shares powerful ideas from his book, Selling Through Tough Times . You're going to want to take some notes in this session to capture some key ideas that you can put to work right away to build your resilience. Check out Paul's 30-day Tough Timer Challenge at https:...

Stress and burnout are real things for high-performance sales professionals. Our guest, Brandon Fluharty knows the effects all too well. As a high-performance sales rep in the seven-figure club, Brandon found himself stressed to the point of landing in the hospital. He learned how to prioritize health over hustle. He shares how he now achieves top results with less stress. Whether you are a sales...

Whether you are a sales leader or a sales professional, you are going to appreciate the leadership, coaching, and personal development ideas we discuss with our friend, Rob Jeppsen . He shares why it's critical to connect before you correct. This applies to sales and leadership. You'll learn about the power of coaching and how you can develop as a leader. Get a pen and a notepad out and get ready...

Back by popular demand, Tia Graham , author of Be a Happy Leader , joins us to explain why happiness is a non-negotiable in sales. She shares research that demonstrates that cultivating happiness drives results. And, she also shows how unhappiness crushes sales. As we think about the topic of stress and sales, Tia Gives us practical action items we can use to build in recovery and maximize our hap...

Are you stressed out? In this dynamic environment of rapid change, added pressures within the sales world are leading to high levels of stress. Unfortunately, most of the traditional advice around handling stress is not enough for salespeople. While exercise, going for a walk and getting in nature are good ideas, the reality is that it takes more than that for salespeople to alleviate stress. It t...

How can you get Unbusy in your Sales Career? Today's guest, Dr. Garland Vance , author of the book, Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace (which Forbes named as one of the seven books everyone on your team should read) coaches us on how to live a full life with significance and success and not a life overflowing of movement but not progress. Lear...

Buyers buy because of emotion and rationalize their decision later. Jeffrey Gitomer challenges us to bring emotion into the sales process. He says that the most important thing that we can accomplish is for our prospects and clients to like us. When we get customers, we get a sale. When we build friends we establish a lifetime of success that is both financially rewarding and fulfilling. Jeffrey c...

What if setbacks, challenges, and discomfort were the key to developing the mental muscles of courage and belief? Our guest, Mike Pierce , aka. Antarctic Mike , shares what he learned while training for a marathon and an ultra-marathon which he ran in the Antarctic. Mike shares powerful and practical ideas that will have you laughing while challenging you to the core. Prepare to be inspired! Would...

Do you believe in yourself as a sales professional? Our guest, Catherine Brown , discovered that one of the core attributes of sales success is how much we believe in ourselves. She's the author of How Good Humans Sell . She believes learning a reliable sales process is only half of the success equation. The other half is about us, the sellers—our individual values, habits, beliefs, and goals. You...

Do your clients and prospects know how much you care? Our friend, Jonathan Darling , believes that the key to winning the hearts and minds of our prospects, clients, coworkers, and direct reports is to lead with love. The type of love he's talking about is more than a feeling, it's actions that make a difference. Jonathan coaches us on how to create micro-moments that matter. At the end of this ep...

To sell from the heart you need a network of authentic relationships. How do you develop and nurture authentic relationships? Our friend, Adrian Chenault , founder of Contact Mapping , is here to share how he develops and sustains relationships. He coaches us on the importance of aligning our heads and our heart. He also shares how he nurtures authentic relationships. You're going to get a lot out...

The true secret to success in sales is caring. We couldn't agree more with our guest today, Mareo McCracken . He believes those who care the most, sell the most. He joins us to talk about his new book, Really Care For Them . In this episode, we discuss how to escape adversarial, competitive, self-destructive sales behavior by developing a collaborative, trust-based approach to selling in a way tha...

With LinkedIn getting to celebrate the 20th anniversary of its conception in Reid Hoffman's living room in 2002, we thought it would be fun to reflect on social and look forward to what's next regarding social and sales. Our friend and social sales expert, Bill McCormick brings a fresh perspective. He's the Chief Sales Officer at Social Sales Link . We'll discuss what autheniticity looks like on s...

While a Vice President at Salesforce , David Priemer had an epiphany: the very sales tactics his team was using were not working on him. This led him on a journey that resulted in the book, Sell the Way You Buy . In this episode, we talk with David about the importance of empathy. We explore ways to build empathy skills. You can access resources related to this conversation at www.cerebralselling....

Do you want your clients and prospects to see you as a trusted advisor? Charlie Green , author of Trust-Based Selling and co-author of Trusted Advisor shares how we can build trust with prospects and clients. He shares the trust equation and coaches us on the key areas of focus to build trust. We also explore the difference between the trustor and the trustee, allowing us to understand where trust...

We can all agree that the world can feel very negative--especially in the sales profession where we hear "no" more than "yes." Dr. Joey Faucette is the author of several books including Work Positive in a Negative World . He coaches us on how to bring a positive mindset to sales. We'll discuss practical strategies we can use to be beacons of hope in a negative environment. We also explore how sale...

What's the number one killer of sales professionals and the saboteur of sales success? Call reluctance! Today's guest. Connie Kadansky , the founder of Exceptional Sales Performance , has identified 16 different types of call reluctance. In our conversation, she shares the most common types and gives a practical prescription that you can put to work to put all reluctance to an end. During the epis...

Let's face it, much of our sales career going forward will be lived through the lens of a camera. The way we show up (or don't show up) on screen is now a key driver in our ability to build trust. That's why we're excited to talk with sales expert, Julie Hansen , about her new book, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. She coaches us on how to...

How are you enabling your sales team to succeed in this dynamic environment? We're joined today by members of the Abbott Labs sales enablement and sales leadership teams for a practical discussion about what sales reps need to succeed. We'll explore how sales enablement teams can help empower soft skills. You'll also hear about high leverage initiatives sales enablement leaders can employ to empow...