Selling From the Heart Podcast

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.

In today's world of sameness and commoditization, it can be challenging to be different than every other company. However, there are many things you can do as a sales professional to create a client experience that sets you apart. In this episode, Darrell Amy and Larry Levine explore ways you can create a client experience that truly gives you a competitive advantage. Hosted by Simplecast, an AdsW...

Would you like to develop a predictable system to get more referrals? This week we're joined by Mike Garrison , Founder of Garrison Sales Consulting . Mike shares his strategies to develop a predictable referral system. You'll be amazed at how this lines up with the core values we all hold dear. You'll also be challenged by the gut check at the end of this episode. Hosted by Simplecast, an AdsWizz...

This week we're joined by Daniel Disney . Voted a Top 50 Sales Influencer , you may know him from the Daily Sales blog and his humorous sales memes. You'll love his insight on sales and what it means to sell from the heart. You'll also leave with many great ideas on how you can authentically build your brand as a sales professional. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for...

The emerging class of decision makers are Gen-Xer's, people in their forties and mid-fifties. In this episode,   Darrell Amy and Larry Levine continue to explore ways to position yourself for success with Gen-X, the most skeptical generation. You'll learn about what motivates this generation and get ideas on how to improve your sales results. Hosted by Simplecast, an AdsWizz company. See pcm.adswi...

As millions of Baby Boomer decision makers retire, the new guard of decision makers is rising. Gen-Xer's are people born between 1965 and 1981. Now in their forties and fifties, this generation is the most skeptical generation ever and they have had access to the internet for most of their adult life.  Discover what this means to you as a sales rep and how you can capitalize on this trend as Larry...

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products. This week we are going to bust the top 3 solution selling myths: Solution selling requires me to be a technical expert Solution selling extends the sales cycle Solution selling is...

We all work for companies that have a brand, mission, and values. While sales professionals represent their company, they also have their own brand. In this episode, Darrell Amy and Larry Levine explore how sales reps can go beyond their company brand to develop their own identities by asking the following questions: What value do YOU bring to your clients and prospects as a person? What relevant...

All sales reps have to do sales activities, but true sales professionals have purpose behind each activity. In this episode, Larry Levine and Darrell Amy explore ways sales people can add purpose to every sales activity.  Bonus Material Why Sales Reps Must Read Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertisin...

This week we go deeper into the hard work that sales professionals need to do to be in the top 1%. We'll talk about how sales reps need to be brokers of ideas and innovation by learning new things and sharing these ideas with their clients both face-to-face and digitally. Enjoy this episode! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use...

There is a big difference between a sales rep and a sales professional. In this episode, Larry Levine and Darrell Amy explore the importance of hard work.  Professional athletes do plenty of hard work, practicing their sport. We need to do the same thing as sales reps. The first area of hard work is self-reflection. Enjoy this week's episode and take the challenge to reflect on why you do what you...

What is your story? Stories are powerful--especially when they are genuine. In this episode, Darrell and Larry explore the power of two types of stories in the sales process.  The first story is your own story. What experiences have you accumulated and how can these experiences add value to your clients? The second type of stories are the ways you have helped clients. What have you and your compan...