Robert Hamilton Owens is widely known as The Fittest and Mentally Toughest 71-Year-Old in the World. An Ironman athlete, Special Ops Pararescueman, keynote speaker, and father of five, Robert has completed 12 Ironman triathlons, extreme endurance races, and the World Marathon Challenge. His life is defined by resilience and determination. With over 25 years of inspiring audiences, from Navy SEALs to international governments, Robert is dedicated to helping others realize their potential through mental toughness and personal growth.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Robert Hamilton Owens about building mental resilience and overcoming rejection in sales. Robert shares his remarkable journey from a self-doubting youth to a leader in Air Force Pararescue and an endurance athlete. He provides practical strategies for cultivating mental toughness, handling rejection, and thriving in high-pressure sales environments. The conversation also emphasizes the importance of passion, mentorship, and embracing challenges to unlock one’s full potential.KEY TAKEAWAYSOvercoming Adversity: Personal growth often involves facing and conquering significant challenges. Robert shares his journey of transformation through resilience and mentorship.Mental Resilience: Mental toughness is critical in sales, especially in high-rejection environments. Practices like visualization, breathing exercises, and affirmations help build resilience.The Role of Mentorship: Having mentors who believe in your potential can be transformative, even when you doubt yourself.Rejection as Growth: Embrace rejection as a necessary part of the process. Learn from it, grow with it, and persevere.Passion Sells: Selling with passion turns sales into a natural and authentic expression, making it easier to connect with clients.QUOTES TO REMEMBER"Most people exist; they don't live." — Robert Hamilton Owens"It's not what happens to us; it's what happens in us." — Robert Hamilton Owens"If your why is strong enough, you can move mountains." — Robert Hamilton Owens"Rejection’s part of life, and you have to learn to grow with it and use it." — Robert Hamilton Owens"You sell from your passion. If you have passion, it's not selling; it's leaking." — Robert Hamilton OwensCONNECT WITH ROBERT OWENS:Robert Owens' LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Brent Long is the founder of Long on Life, an organization dedicated to helping individuals and businesses unlock their true potential through the practical wisdom of Jesus Christ. With decades of experience coaching sales teams and business owners, Brent is passionate about transforming the traditional image of salespeople into authentic, caring superstars. A former football coach and long-time straight commission earner, Brent brings unique insights into the demands of high performance. Alongside his wife Kelley, Brent advocates for adoption, runs a 32-acre retreat called Longhaven, and dedicates his life to service, family, and faith.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Brent Long to explore heart-centered sales and the transformative power of compassionate questioning. Brent introduces the concept of the "begrudging heart" in sales and explains why the question "Do you want to be healed?"—rooted in the teachings of Jesus—is the greatest sales question ever asked. By focusing on authenticity, genuine care, and emotional impact, Brent shares how to build trust and create lasting success in sales. This episode highlights how asking meaningful, heart-centered questions can redefine relationships and foster authentic connections.KEY TAKEAWAYSHeart-Centered Sales: Genuine authenticity and compassion are the cornerstones of successful sales relationships.The Power of Questions: Asking deep, heart-centered questions builds trust and uncovers clients' core needs.Gratitude and Community: Focus on gratitude, authentic relationships, and community-building for long-term success.Authenticity vs. Faking: Authenticity cannot be faked—clients can detect insincerity and respond accordingly.Emotional Impact: Compassion and care help foster trust, loyalty, and repeat business.QUOTES TO REMEMBER"You can't fake authenticity and compassion. It's either there or it's not." — Brent Long"'Do you want to be healed?' is the greatest sales question ever asked." — Brent Long"I'm going to out care, out love, and out compassion everyone else." — Brent Long"Make someone feel comfortable, and they will open up and share their business secrets with you." — Larry Levine"Never ask for trust; demonstrate it and let them decide." — Darrell AmyCONNECT WITH BRENT LONG:Brent Long's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Jill Schulman is the Founder & Principal of Breakthrough Leadership Group and a passionate leadership development consultant specializing in programs that drive performance. A former Marine Corps officer, Jill began her career in sales management and honed her leadership skills over a decade in the field. Today, she’s dedicated to helping others cultivate their own leadership abilities. Known for translating leadership theory into actionable strategies, Jill’s diverse background in the military, corporate world, and volunteer organizations makes her a sought-after speaker, coach, and trainer.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jill Schulman, founder of Breakthrough Leadership Group, to discuss the science of bravery in sales. Drawing from her experiences in sales leadership and positive psychology, Jill emphasizes the importance of cultivating a brave mindset, taking proactive actions, and building meaningful connections. She encourages sales professionals to embrace discomfort, develop courage incrementally, and foster trust through genuine relationships.KEY TAKEAWAYSBravery is Cultivated: Bravery can be developed over time with consistent, intentional acts of courage.Mindset Matters: A growth mindset and positive outlook are essential for success in sales.Action is Key: Taking brave, proactive steps is crucial for personal and professional growth.Brave Connections: Building relationships with key influencers can accelerate success in sales.Regret Minimization: Acting bravely now prevents the regret of missed opportunities later.QUOTES TO REMEMBER"It is not because things are difficult that we do not dare, but because we do not dare things that are difficult." — Jill Schulman"Bravery is about doing the right thing, even when it's hard." — Jill Schulman"Sometimes we have to step into discomfort to truly grow." — Jill Schulman"Trust is the currency of sales." — Larry LevineCONNECT WITH JILL SCHULMAN:Jill Schulman's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Dan Owolabi is the Founding Executive Director of Branches Worldwide, a fast-growing non-profit organization dedicated to investing in high-impact Christian entrepreneurs globally. With 20 years of experience in teaching leadership, Dan is a sought-after keynote speaker and a member of the Global Leadership Summit teaching faculty. He has worked with leaders across more than 15 countries and four continents, helping them clarify their identity and leverage their influence to serve others.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Dan Owolabi about the crucial role of authenticity and self-awareness in sales and leadership. Dan shares insights from his book Authentic Leadership, discussing the importance of understanding both internal and external self-awareness and how these practices impact influence and relationships. The conversation provides practical steps for developing self-awareness and highlights the significance of core values and cultural intelligence in effective leadership. Larry and Darrell also thank listeners for their support of Selling in a Post-Trust World and encourage reviews to unlock exclusive podcast content.KEY TAKEAWAYSAuthenticity in Sales and Leadership: Genuine behavior is essential for building trust and achieving success in sales and leadership.Self-Awareness: Understanding both your internal thoughts and how others perceive you is key to enhancing influence and fostering relationships.Core Values: Identifying and adhering to a few core, non-negotiable values is crucial for maintaining integrity and guiding actions.Cultural Intelligence: The ability to understand and connect with people from diverse backgrounds is vital for effective leadership and sales.Influence and Connection: True influence comes from connecting with others authentically, helping them improve, and building trust through integrity.QUOTES TO REMEMBER"Self-awareness is a lot like trying to read the outside of a bottle from the inside. When you're inside yourself, it's really hard, but if you can ever get outside yourself, if you can understand how people see you, that'll make a huge difference in your life." – Dan Owolabi"To know thyself is to value thyself. And if you really value yourself, you’ve got to do the heart work (H.E.A.R.T.). It’s hard work, but it pays off." – Larry LevineCONNECT WITH DAN OWOLABI:Dan Owolabi's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Liz Wendling is a renowned sales and business development consultant with expertise in transforming the sales approach for modern professionals. As president of Insight Business Consultants, Liz focuses on helping businesses and individuals refine their sales strategies to connect authentically with clients. Known for her no-nonsense style, Liz emphasizes genuine communication and building trust in sales relationships. She is also a respected author and speaker, offering practical insights and actionable advice to help sales professionals succeed in today’s competitive marketplace.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Liz Wendling to explore the power of authenticity in sales communication. Liz shares practical advice on overcoming common challenges in sales emails and follow-ups. She highlights the importance of personalized messaging, engaging directly with clients, and refining sales language to avoid sounding pushy or self-serving. The conversation offers insights on how to ask clients about their preferred communication styles and provides motivation for sales professionals to finish the year strong by focusing on genuine connections. If you want to elevate your sales game, Liz’s tips on crafting compelling sales emails will inspire you to sell with heart.KEY TAKEAWAYSAvoid Clichés: Stop using overused phrases like “just following up” that can harm credibility.Define Your Reputation: Focus on what you want to be known for as a sales professional.Refine Your Language: Eliminate self-deprecating or minimizer statements from your communication.Direct Communication: Engage clients with respectful and direct conversations.Follow-Up Preferences: Ask clients how they prefer to stay in touch during meetings.Authenticity Matters: Ensure every message delivers real value and reflects authenticity.Language Matters: Pay close attention to the words you use in emails and interactions to create meaningful impact.QUOTES TO REMEMBER“When you sound like everyone else, you get the same results as everyone else: ignored.” — Liz Wendling“Act like a professional, and do what professionals do.” — Liz Wendling“Your language should catch their attention with business-centric value, not gimmicks.” — Liz Wendling“Declare what you want to be known for and make that your mantra.” — Liz Wendling“You don’t need fluff—get straight to the point and the heart of your message.” — Liz Wendling“Ask your clients how they want to communicate moving forward.” — Liz WendlingCONNECT WITH LIZ WENDLING:Liz Wendling's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Mike Garrison is an expert with over 25 years of experience working with financial advisors and small business owners to grow their businesses through a comprehensive, predictable referral system. Beyond his professional work, Mike is a passionate fly fisherman and a certified exit planning advisor, dedicated to helping business owners preserve their legacies. His expertise in business growth, referrals, and trust-building makes him a valuable guest on the Selling from the Heart podcast.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Mike Garrison to explore the art of winning referrals. Mike shares how trust and genuine relationships are the foundation of lasting business success. He introduces the concept of being "referable," stressing the importance of maintaining trust and value in relationships, much like borrowing a friend’s prized car. The discussion focuses on giving back more value than received and shifting the referral mindset towards heart-led engagement. The episode also encourages listeners to explore Larry Levine’s book, Selling in a Post Trust World, and access his exclusive podcast series to dive deeper into these themes.KEY TAKEAWAYSImportance of Referrals: Referrals are an opportunity to build authentic relationships rooted in trust, not just a tool to generate sales.Being Referable: Ask yourself, “Are you referable?” Maintain trustworthiness and consistently provide value in all relationships.Engaging Centers of Influence: Collaborate with key centers of influence, such as attorneys, to create mutually beneficial business opportunities.Heart-Led Sales: Approach all sales and referral activities with a heart to give, focusing on genuine relationships over transactions.QUOTES TO REMEMBER"You don't build trust when you're always asking and taking, but you do build trust when you get beyond yourself." – Mike Garrison"Are you referable? Do you provide value? Will you bring the relationship back better than it left?" – Mike Garrison"If you want referrals as a sales rep, the people you work with want them too." – Darrell Amy"A big percentage of your client base comes from other financial advisors; I'll never ask you to betray a professional relationship that gave you a client." – Mike Garrison"Find out the areas in their business they want to accomplish, bring in your centers of influence, and watch what happens." – Larry Levine"Have a heart to give in every interaction—whether with customers, centers of influence, or the person next to you on a plane." – Darrell AmyCONNECT WITH MIKE GARRISON:Mike's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Ann Latham is the founder and president of Uncommon Clarity, Inc., where she specializes in strategic planning, decision-making, and process improvement. With over 20 years of experience, Ann has worked with Fortune 500 companies, non-profits, and government agencies, helping them enhance productivity and achieve sustainable growth. A recognized thought leader, Ann’s work has been featured in major publications. She holds a degree from Tufts University and is an expert in guiding organizations to achieve clarity and alignment in their operations.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Ann Latham to explore how clarity can transform both sales and organizational effectiveness. Ann shares insights from her extensive experience in strategic planning and decision-making, emphasizing the importance of clear objectives and disciplined processes. She highlights how disclarity and the lack of defined decision-making procedures can stall sales deals and derail organizational success. Ann advocates for sales professionals to embrace clarity in their approach, helping clients solve their problems and make confident decisions. Larry and Darrell also promote Ann’s book, The Power of Clarity, as a resource for anyone looking to enhance communication, productivity, and decision-making in their business.KEY TAKEAWAYSClarity in Decision-Making: A disciplined decision-making process that includes clear objectives and defined criteria is crucial for moving forward effectively.Enhancing Productivity: Clarity improves communication, alignment, and overall productivity within teams and organizations.Involvement of Key Decision Makers: Engage all key stakeholders from the beginning to avoid stalls and misalignment later in the decision-making process.Addressing Risks: Identifying potential risks upfront is an important step that is often overlooked in decision-making.Common Sense, Uncommonly Applied: Despite the importance of clarity, it’s often not implemented effectively in organizations.Sales Professionals' Role: Sales professionals can guide clients through a clear decision-making process to ensure smoother and faster deal progress.Process Clarity: Clearly defining the steps in decision-making helps reduce misunderstandings and streamlines actions.QUOTES TO REMEMBER"The key is to focus on understanding what people’s problems are and helping them solve those problems more effectively." — Ann Latham"Bringing a disciplined process to any decision helps get everyone on the same page." — Ann Latham"When you think about sales, unleash true sales potential by guiding with clarity—it’s an incredible gift." — Darrell Amy"Everyone come together and agree on what ‘good’ looks like." — Larry LevineWHY YOU NEED TO LISTEN:This episode is packed with practical strategies to help you incorporate clarity into both your sales approach and your organizational processes. If you’re a sales professional or leader looking to improve decision-making, enhance productivity, and ensure long-term success, Ann Latham’s insights will guide you on the path to achieving clarity and confidence in every decision.CONNECT WITH ANN LATHAM:Ann Latham's LinkedIn. FOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Tim Ohai is a business strategist and founder of Kupu Solutions, specializing in leadership development, sales enablement, and organizational transformation. With over two decades of experience consulting for Fortune 500 companies and startups, Tim helps businesses achieve sustainable growth through innovative strategies. Known for his practical and human-centered approach, Tim is an expert in navigating organizational dynamics and empowering teams. He holds a degree in master's degree in Organizational Psychology and is passionate about philanthropic initiatives.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Tim Ohai, founder of Kupu Solutions, for an insightful discussion on overcoming workforce stress and disengagement. Tim dives deep into what he calls the “stress pandemic” plaguing today's workforce and offers strategies for building clarity, empowerment, and engagement within organizations. The conversation explores the importance of aligning priorities, creating trust-based accountability, and fostering a culture that supports authentic sales practices. Tim also introduces a masterclass designed to help leaders elevate their teams and enhance execution. This episode is packed with actionable insights for sales leaders looking to empower their teams and drive sustained success.KEY TAKEAWAYSAuthentic Sales Approach: Selling from the heart means operating from a place of confidence, trust, and acceptance, not fear of failure or rejection.Clarity Is Key: Establishing clarity in goals, strategies, and roles is crucial to reducing confusion and increasing engagement.Empowerment and Engagement: Empower your team by providing the necessary tools and support while creating a culture of trust and accountability.Adaptive Leadership: Leaders must balance disruption with optimization, maintain clear communication, and stay accessible to their teams.Execution Over Strategy: The true success of any strategy lies in its execution, driven by an engaged and empowered workforce.Self-Coaching: Sales professionals should seek clarity in their roles and resources, helping leaders improve and guide more effectively.QUOTES TO REMEMBER"When you're selling from the heart, you're selling from a place of confidence, not fear of failure, rejection, or risk.""Clarity is king. Make sure everyone knows what success looks like and keep the priorities aligned.""Accountability should be trust-based, not fear-based.""Engagement is key. Companies with highly engaged workforces are 23% more profitable.""Execution is where all the money is made."WHY YOU NEED TO LISTEN:This episode is a must-listen for sales leaders looking to tackle workforce stress and disengagement while driving authentic and sustainable success. Tim Ohai shares practical strategies that will help you clarify your vision, empower your team, and execute your strategy with confidence.CONNECT WITH TIM OHAI:Tim Ohai on LinkedInLooking for even more insights? Don’t miss Tim Ohai’s masterclass on building high-performing teams! Check it out here: timohai.com/masterclassFOLLOW THE CONVERSATION:Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine’s book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Jake Thompson is the founder and Chief Encouragement Officer at Compete Every Day, a lifestyle brand dedicated to fostering a competitive mindset for personal and professional growth. As a keynote speaker, author, and performance coach, Jake helps individuals and organizations harness the power of resilience, motivation, and leadership to achieve their goals. Through his work, Jake inspires people to embrace competition as a way to drive continuous improvement and achieve success in all aspects of life.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy engage in an inspiring conversation with Jake Thompson, founder of Compete Every Day. Together, they explore the vital role of a competitive mindset in sales and how cultivating resilience, motivation, and authenticity can lead to long-term success. Jake shares strategies for overcoming the comparison trap, building mental toughness, and fostering healthy competition within sales teams. This episode is packed with actionable insights to help sales professionals navigate challenges, embrace a growth mindset, and focus on relational selling for lasting impact.KEY TAKEAWAYSResilience Training: Learn how to build resilience by handling rejection, sticking to a process, and bouncing back after setbacks.Healthy Competition: Discover how to encourage healthy competition within teams by focusing on process praise, gamification, and leveraging team dynamics.Overcoming Comparison Syndrome: Gain insights into managing the negative effects of comparison, which is often amplified by social media.Coaching and Mentorship: Understand the role of sales leaders in sharing their experiences and providing continuous coaching to help their team develop.Long-Term Success: Embrace a mindset that values relationships and consistent effort over quick, transactional wins.Daily Routines for Success: Learn how to structure your day into productive quarters to stay focused and resilient in the face of challenges.QUOTES TO REMEMBER"We must move from a transactional sale to a relational sale.""It's all about relationships and building them for the long term.""Resilience is built in struggle.""How are you competing every day—with your fears, doubts, insecurities, and rejections?""Sales is a full-contact sport. You're going to get knocked down, but you have to pick yourself back up.""Be consistent and hold yourself radically disciplined to make sure it happens."WHY YOU NEED TO LISTEN:This episode is packed with practical strategies for cultivating a competitive mindset that helps sales professionals thrive in tough environments. Whether you're looking to boost your mental toughness, develop resilience, or improve your sales performance, Jake Thompson’s advice will inspire you to compete with yourself and drive long-term success in your sales career.FOLLOW THE CONVERSATIONJake Thomposon's LinkedIn. Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Simon Hares is the founder and lead trainer at SerialTrainer7, a training and development consultancy. He specializes in sales training, leadership development, and coaching. With a background in sales and management, Simon provides tailored training solutions to help businesses improve their sales performance and develop their leadership capabilities. He is known for his engaging training style and practical approach to skill development. SHOW SUMMARYIn this insightful episode, hosts Larry Levine and Darrell Amy are joined by Simon Hares, founder of SerialTrainer7, to explore how the principles of hospitality can significantly enhance the sales experience. Simon shares how applying core hospitality values, like care and attentiveness, can lead to exceptional client experiences and improved sales performance. KEY TAKEAWAYS The Intersection of Sales and Hospitality: Learn how principles from the hospitality industry, such as ultimate care and attentiveness, can be applied to sales to create better client experiences. Client Anticipation and Trepidation: Understand the psychological stages clients go through during the sales process and how to address their needs and concerns effectively. Sales Inspections: Explore the importance of allowing clients to "inspect" your offerings and how to confidently handle their queries and objections. Hospitality's Five Pillars: Delve into the five pillars of hospitality—anticipation, trepidation, inspection, fulfillment, and evaluation—and their relevance to the sales process. QUOTES “The role of a salesperson is to give the client exactly what they want and more of what they didn’t realize they needed.” “When you shine the light on others, watch what starts to happen.” “Hospitality shares a word with hospital and hospital is defined as ultimate care.” “Clients want to do the same fact-finding with us that we do with them.”FOLLOW THE CONVERSATIONSimon Hares LinkedInLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Meet Lyndsay Dowd, a powerhouse business coach and keynote speaker known for her passion and expertise in transforming leadership and organizational culture. With over 23 years at IBM, Lyndsay led high-performing sales teams, earning accolades like Top 10 Coach from Apple News, 2023 Award for Innovation and Excellence, and Business Coach of the Year. Following an unexpected career pivot, Lyndsay founded Heartbeat for Hire, where she now helps organizations create vibrant, positive cultures that drive success. As the host of the globally ranked Heartbeat for Hire podcast, Lyndsay captivates audiences with her dynamic approach, inspiring stories, and actionable leadership advice.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Lyndsay Dowd to reveal the secrets behind creating positive organizational cultures that inspire and motivate. Drawing on her extensive experience in sales leadership and business coaching, Lyndsay shares game-changing strategies for fostering trust, leading with heart, and building a culture where people thrive. From actionable insights on listening tours to the power of empathy in leadership, this episode is packed with practical tips that will help you transform your team dynamics and elevate your business results.KEY TAKEAWAYSHeart-Centered Leadership: Discover how leading with authenticity and integrity can revolutionize your workplace, directly impacting your team’s performance and client satisfaction.Listening Tours for Leaders: Uncover the powerful impact of truly listening to your team to build trust and create a culture of openness and support.The New Power Skills: Empathy, communication, and integrity are no longer “soft skills”—they are critical power skills that build strong, lasting relationships in business.Cultural Impact on Success: Learn how a positive and trust-filled culture boosts employee satisfaction, productivity, and client outcomes.Authenticity in Sales: Stand out in complex sales environments by leading with heart and building genuine connections that foster long-term success.QUOTES TO REMEMBER"Integrity will always keep you at the top of the totem pole.""The best sellers and leaders do this deep within their spirit—it’s a game changer.""When you lead with heart, you build relationships that people want to invest in.""The way you treat your people has a direct impact on how they treat your clients."FOLLOW THE CONVERSATIONLyndsay's Dowd LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.SHOW SUMMARYIn this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany’s actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.KEY TAKEAWAYSAuthenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.Creating Demand: Go beyond rapport-building by identifying and amplifying your customer’s pain points, creating a compelling need for your solution.Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.Overcoming Hesitancy: Don’t shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.QUOTES TO REMEMBER"When you shine the light on others, watch how fast they start to open up.""Being yourself is not enough. It's important, but it's more than being yourself.""The sales process makes us think about what it is to be the customer and not to take things personally.""Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."FOLLOW THE CONVERSATIONBethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern California’s Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.SHOW SUMMARYIn this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.KEY TAKEAWAYSAuthenticity in Sales: Authenticity isn’t just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.QUOTES"The best sellers on the planet just care differently than everybody else.""You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible.""If we're in the people business, then you have to give a rip about people in many different ways.""The greatest salespeople are great because of what they’re thinking, not just what they’re doing."FOLLOW THE CONVERSATIONGarrett Brown’s LinkedIn: https://www.linkedin.com/in/garrettjbrown/Colin Coggins’s LinkedIn: https://www.linkedin.com/in/colincoggins/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Stephanie Chung is an accomplished executive and trailblazer in leadership, business development, and customer experience management. With a rich background in the aviation and luxury sectors, she’s known for driving innovation and fostering high-performing, inclusive teams. Stephanie’s strategic vision and leadership skills have led to remarkable growth in her career, making her a sought-after speaker and thought leader. Her passion for mentoring and empowering others shines through in her work as she inspires teams and clients alike.SHOW SUMMARYIn this must-listen episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome the brilliant Stephanie Chung. Renowned for her expertise in neuroscience and leadership, Stephanie brings fresh insights from her groundbreaking book, Ally Leadership: How to Lead People Who Are Not Like You. Together, they explore the power of conversational intelligence and the science behind building trust in today’s complex sales environment. Stephanie’s unique approach, combining neuroscience with sales strategy, provides practical, actionable tips for professionals seeking to enhance their client relationships and lead more effectively.KEY TAKEAWAYSUnderstanding Trust in Sales: In a post-trust world, authenticity is key. Sales professionals must prioritize genuine connections to establish trust with clients.Neuroscience in Sales: Unlock the brain’s potential in sales with neuroscience techniques that create deeper, more meaningful engagement with clients.Ally Leadership Framework: Learn how to navigate today’s diverse workforce with the “ALLY” framework—Ask, Listen, Learn, and take Action.Multi-Generational Leadership: Discover strategies for leading and motivating teams across five generations, creating a psychologically safe environment for all.Curiosity and Continuous Learning: Stay ahead in sales and leadership by cultivating curiosity and adapting to the unique needs of clients and team members alike.QUOTES TO REMEMBER"Selling is for losers—we solve problems. The goal isn’t just to sell, but to understand and address the real issues customers face.""Authenticity and trust are paramount in today’s sales environment. It’s not about quotas; it’s about making a genuine difference in your customers’ lives.""Leadership is about influence. Every sales professional has the opportunity to lead, uniting the team behind a common purpose where everyone wins." – Darrell Amy"You don't call yourself an ally—your actions earn you that title from those you lead." FOLLOW THE CONVERSATIONConnect with Stephanie Chung:  Stephanie's LinkedInLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

David Olcott is a seasoned professional in the field of sales and business development. With over 20 years of experience, he has honed his expertise in creating and implementing revenue growth strategies for various organizations. David is particularly known for his work in the B2B sector, where he has successfully led teams to achieve significant sales targets and foster long-term client relationships. He is also a noted speaker and author, contributing valuable insights on topics such as sales techniques, customer engagement, and strategic planning. Throughout his career, David has been associated with various initiatives and companies, consistently demonstrating his commitment to driving growth and innovation in the sales industry.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by David C. Olcott, founder, president, and CEO of Samurai Success. The conversation centers on bringing authenticity and trustworthiness to the sales profession. Highlights include celebrating the success of Larry's book 'Selling in a Post-Trust World,' the importance of inward self-work for meaningful sales success, and David's insights on integrating spirituality and authenticity in sales. Listeners will gain practical strategies for aligning personal values with professional actions to create richer, more genuine client relationships.KEY TAKEAWAYSAuthenticity in Sales: True success in sales comes from being authentic and showing up fully in every interaction. This involves deep inner work and a commitment to aligning your actions with your true self.The Role of Frequency: Sales professionals emit a frequency or energy that others can sense. Being aware of your frequency and working on it is crucial to creating trust and building authentic relationships.Inner Work is Key: Before focusing on sales strategies, it's essential to work on yourself. This includes understanding and addressing your emotional and mental states, as these directly influence your sales outcomes.Resilience Against Negative Energy: Sales can be a rollercoaster, with frequent rejections and challenges. Developing strategies to maintain a positive frequency throughout the day, even in the face of adversity, is vital.The Inward Turn: Success in sales is not just about external tactics but about turning inward and ensuring you are in the right state of mind and heart before engaging with clients.QUOTES"If you want to make sure there's brownies at the holiday party, bring the brownies. The same goes for sales—bring your full self, complete and authentic, to every interaction.""Sales isn't just about closing deals; it's about showing up with the right energy, frequency, and authenticity that others can feel and trust.""Strategies only take you so far; it's your beliefs and the inner work you do that truly drive your success in sales."Learn more about David OlcottLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy discuss the official launch of Larry’s new book, 'Selling in a Post-Trust World.' They delve into the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits in building trust in today's sales environment. Larry urges listeners to pre-order the book from Barnes and Noble to help gain broader distribution and offers exclusive access to a 12-episode private podcast diving deeper into each book chapter. They also share success stories and emphasize the critical nature of trust in sales, providing practical insights for sales professionals to thrive in a skeptical market.KEY TAKEAWAYSTrust is the Foundation of Sales Success: Without trust, no sale can be made. Building trust quickly and authentically is crucial in a world where buyers are more skeptical than ever.Authentic Relationships Matter: Know your clients beyond the surface level. Understanding them personally and professionally is key to forming lasting bonds that lead to successful sales.Soft Skills Yield Hard Dollars: Mastering people skills and relationship-building can significantly impact your sales results by bridging the trust gap with clients.Practical Trust Formula: The episode introduces a simple yet effective trust formula that sales professionals can apply immediately to enhance their credibility and connection with clients.Exclusive Bonuses for Pre-Orders: Listeners are encouraged to pre-order Selling in a Post-Trust World to gain access to a private podcast series that dives deeper into each chapter of the book.QUOTES"In order to sell from the heart, you’ve got to give a rip—about yourself, your clients, and the value you bring to the table." – Larry Levine"Trust is the currency of sales. Without it, your deals are just numbers stuck in a pipeline." – Darrell Amy"We need to shine the light on our clients, not on ourselves. It’s about making it ‘we,’ not ‘me.’" – Larry LevineLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

With over 15 years of experience, Kristie Jones has dedicated her career to helping small and mid-size companies grow their revenue. Her passion lies in bringing visions to life by driving growth for teams, individuals, and companies. Kristie specializes in new business development, retaining and upselling existing customers, and sales management, primarily working with small and mid-sized SaaS companies, whether privately held or funded.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy discuss the transformative power of authentic relationships and trust in sales. Larry introduces his new book, 'Selling in a Post-Trust World,' and emphasizes the importance of supporting the launch by obtaining advanced reader copies. The hosts are joined by Kristie Jones, a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.KEY TAKEAWAYSKnow Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.QUOTES"Do the right thing and the right things will happen.""Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5.""Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better.""Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers.""It's not just about selling; it's about selling from the heart."Learn more about Kristie Jones: LinkedIn: Kristie JonesLearn more about Darrell and Larry: Darrell's LinkedIn: Darrell Amy Larry's LinkedIn: Larry Levine Website: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

Discover how to transform transactions into lasting partnerships with Dr. Cindy McGovern!ABOUT THE GUESTMeet Dr. Cindy McGovern, also known as the "First Lady of Sales." Dr. McGovern is a renowned sales and leadership expert, speaker, and author. She is the founder of Orange Leaf Consulting, which helps businesses boost their sales performance. Her book, "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work," reveals how everyone, regardless of their role, can leverage sales skills to succeed.As a sought-after speaker, Dr. McGovern shares her wisdom on sales and leadership at conferences and corporate events worldwide. Her focus on relationship-building, effective communication, and understanding customer needs is transformative for individuals and organizations alike.SHOW SUMMARYJoin Larry Levine and Darrell Amy in this exciting episode of the Selling from the Heart podcast as they sit down with Dr. Cindy McGovern. Dubbed the 'First Lady of Sales' and Wall Street Journal bestselling author, Dr. Cindy delves into the essence of authenticity and trust in sales. Discover the journey from 'Transactionships' to meaningful partnerships and how to deepen connections for greater success. Celebrate the success of 'Selling in a Post-Trust World' and learn how you can get early access to this game-changing book.KEY TAKEAWAYSAuthenticity in Sales: Being genuine is key to building client trust.Personal Branding: Align your personal brand with your true self.Communication Matters: Every interaction builds or erodes trust.Planning and Authenticity: Combine strategic planning with authenticity for successful sales interactions.Transactional to Partnership: Shift from transactional relationships to trust-based partnerships.Internal Trust: Build internal trust to effectively cross-sell and provide comprehensive client solutions.QUOTES"Selling from the heart can sometimes mean walking away if it's not right.""If you want to have a never-flowing sales funnel, you’ve got to build a never-flowing relationship funnel.""Every interaction is a transaction of trust.""You're responsible for how you show up.""Move from transactional relationships to partnerships by deepening trust and being authentic."CONNECT WITH DR. CINDY MCGOVERNLinkedInCONNECT WITH DARRELL AND LARRYDarrell's LinkedInLarry's LinkedInSelling from the Heart WebsiteGET THE NEW BOOK!Discover how to sell more without destroying your relationships and reputation.Pre-order at B&N and get access to Bonus Items! Get your Selling in a Post-Trust World copy here.ORDER NOWVisit Barnes & Noble to preorder the rerelease of Selling from the Heart. Order your copySUBSCRIBE TO OUR YOUTUBE CHANNEL!Don't miss out on more insightful content. Subscribe now!

Welcome to another engaging episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they explore the transformative power of coaching in sales with their special guest, Paul Fuller.ABOUT OUR GUEST:Paul Fuller’s mission is to help others maximize their potential through his expertise. As a pioneer in sales process, training, and CRM, he has led global sales and marketing teams to achieve significant growth. He defines sales as service, leadership, and wayfinding.Currently, Paul leads revenue growth at Membrain.com, a top sales effectiveness CRM. He works with a team and over 100 sales consultants to drive scalable growth in over 80 countries.EPISODE SUMMARY:In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Paul Fuller, Chief Revenue Officer at Membrain and host of The Art and Science of Complex Sales podcast. They discuss the critical role of coaching in sales, emphasizing the importance of authenticity, building trust, and focusing on both mindset and skills. They explore how effective coaching can elevate sales teams, drive significant results, and enhance overall job satisfaction. Fuller shares valuable insights on embracing a holistic approach to coaching and the positive impact it can have on both individual sellers and entire sales organizations.KEY TAKEAWAYS:Authenticity in Sales: Learn how authenticity drives meaningful connections and fosters trust in the sales process.Mindset Matters: Discover the crucial role of mindset in sales success, from self-discipline to confidence-building.Coaching Beyond Skills: Understand why effective sales coaching goes beyond technical skills to address mindset and heartset.Navigating Challenges: Explore strategies for overcoming common sales challenges through empathy and genuine client engagement.Building Sales Leadership: Insights into developing leaders who inspire and guide their teams with empathy and strategic vision.QUOTES"Sales isn't just about transactions; it's about service, leadership, and wayfinding.""Helping salespeople define their vision and navigate their path authentically is key to effective coaching.""Coaching is messy because it involves understanding and supporting individuals on a deeper, human level."Learn more about Paul Fuller: LinkedIn: https://www.linkedin.com/in/psfuller/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Welcome to another insightful episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they dive deep into genuine, trust-based selling with their special guest, Mark A. Mears.ABOUT OUR GUEST:Mark A. Mears is a #1 Best Selling author, keynote speaker, consultant, and visionary business leader with an impressive track record of driving innovation and growth for major brands like PepsiCo, McDonald’s, Frito-Lay, JCPenney, NBCUniversal, and The Cheesecake Factory. As the Founder and Chief Growth Officer of LEAF Growth Ventures, LLC, Mark is dedicated to helping individuals, teams, and organizations reach their growth potential and make a positive impact. His latest book, "The Purposeful Growth Revolution: 4 Ways to Grow from Leader to Legacy Builder," embodies his mission of purposeful growth. Mark is also a proud member of the Senior Leader Network within Conscious Capitalism, Inc.EPISODE SUMMARY:In this episode, Mark Mears introduces the revolutionary LEAF growth model: Leadership, Engagement, Accountability, and Fulfillment. He shares his insights on the importance of authenticity, trust, and building genuine relationships in modern sales. Learn how to create a sense of community and belonging in the workplace and discover strategies to enhance customer relationships through meaningful value exchange. This episode is packed with practical advice on moving from being a leader to a legacy builder, making a lasting impact in a trust-driven world.KEY TAKEAWAYS:The LEAF growth model: Leadership, Engagement, Accountability, Fulfillment.Importance of authenticity and trust in modern sales.Creating a community and sense of belonging in the workplace.Strategies for enhancing customer relationships through value exchange.Impact of emotional connections on sales and profitability.QUOTES:"All it really is, is a value exchange. Authenticity and trust are crucial in building lasting relationships.""There's a short distance between the heart and the mind in successful sales.""Leadership, Engagement, Accountability, and Fulfillment—these elements intertwine to drive purposeful growth.""Belonging is crucial. We're all in the people business, which means we're in the feelings business.""Move from managing transactions to leading and building legacies with your team members."Learn more about Mark Mears: LinkedIn: https://www.linkedin.com/in/markamears/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.SHOW SUMMARYIn this engaging episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding what’s at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.KEY TAKEAWAYSImportance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.QUOTES"Story is the language of the heart, and it's where trust is built and sustained." – Darrell Amy"We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." – Stephen Steers"You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." – Larry Levine"A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." – Stephen Steers"If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." – Stephen SteersLearn more about Stephen Steers:LinkedIn: https://www.linkedin.com/in/stephen-steers/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.KEY TAKEAWAYSAI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.QUOTES"You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it.""Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes.""AI should understand your voice and point of view. It should enhance your communication, not replace it.""Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful.""We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."Learn more about Adrian Chenault: LinkedIn: https://www.linkedin.com/in/adrianchenault/ Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.KEY TAKEAWAYSPersonalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.QUOTES"When you shine the light on the person or the people sitting in front of you, they'll shine the light right back.""People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship.""As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."Learn more about Richard Weylman: LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor’s degree in Kinesiology and a master’s degree in Public Health, specializing in worksite health promotion.However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.KEY TAKEAWAYSAuthentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.Pausing is essential; it interrupts reactivity and allows for intentional actions.Identifying and living by core values helps in making tough decisions and maintaining alignment.Grounding oneself in core values enables facing difficult situations with integrity and authenticity.QUOTES"Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting.""We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm.""We're hardwired to avoid discomfort, but disruption is where we grow and evolve.""Our childhood self is running the show, reacting to triggers from past experiences.""Once you're grounded in your values, it's easier to face the cringiness of self-exploration."Learn more about Rosie Ward, Ph.D.: LinkedIn: https://www.linkedin.com/in/rward/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.KEY TAKEAWAYSEmbracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.QUOTES"Selling from the heart means serving more people and helping those who can't necessarily help you.""You cannot control the outcomes; you can only control the inputs.""The more you learn, the more you earn. Continuous self-improvement is key.""Authenticity and sincerity are the foundations of trust in sales.""Transform personal challenges into superpowers by changing your mindset."Learn more about Niraj Kapur: LinkedIn: https://www.linkedin.com/in/nkapur/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.KEY TAKEAWAYSPreparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.QUOTES"Half of your success in sales comes from the work you do when you're not in front of the customer.""Invest your sales time where it will get the best return on investment.""Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully.""In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."Learn more about David Kahle: LinkedIn: https://www.linkedin.com/in/davekahle/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:

James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.KEY TAKEAWAYSSincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.QUOTES“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.” “You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer” Learn more about James Muir: LinkedIn: https://www.linkedin.com/in/puremuir/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dr. Deborah Rozman, President and co-CEO of HeartMath Inc., has been a key leader since 1991, advancing the mission to create a more resilient and heart-centered world. HeartMath's programs offer scientifically validated techniques for emotional self-regulation and energy management, promoting health, resilience, and enhanced intuition. Dr. Rozman co-authored the Transforming book series and "Heart Intelligence," emphasizing heart-based guidance for effective decision-making. As a spokesperson, she advocates for heart intelligence in media, interviews, and keynote addresses, addressing personal, social, and global well-being. Dr. Rozman also contributes to the Advisory Board of the Transformative Technology Lab and HeartMath Institute's Scientific Advisory Board and Global Coherence Initiative Steering Committee. She is known for her role in developing award-winning technologies like emWave® and Inner Balance™ for heart-brain coherence.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy dive into the transformative power of heart-based selling with special guest Deborah Rozman, President and CEO of HeartMath Inc. They explore how aligning the heart, mind, and emotions can revolutionize your sales approach, boost performance, and reduce stress. Deborah shares insights from HeartMath’s extensive research and introduces practical techniques to achieve heart coherence, making every sales interaction more genuine and impactful.KEY TAKEAWAYSHeart-Based Selling: Understand the importance of authenticity and trust in sales and how connecting through the heart can enhance relationships with customers.The Science of Coherence: Learn about the scientific basis of heart coherence and its impact on the brain, emotions, and overall well-being.Practical Techniques: Discover a simple yet powerful technique to achieve heart coherence, which can be used before, during, and after-sales interactions to maintain focus and reduce stress.Real-World Applications: Hear how sales professionals can integrate heart-focused breathing into their daily routines to improve their interactions and overall sales performance.Emotional and Physiological Benefits: Explore the broader benefits of heart coherence, including improved sleep, reduced anxiety, and better decision-making.QUOTES"Simplicity is crunched complexity. If things weren't simple, we'd never get there.""Life is fulfilling when you connect in the heart with whomever you're interacting with.""When you establish heart resonance, you intuitively know what to share and how to position what you have to sell.""Creating a coherent, resonant vibration by heart-focused breathing with love, care, kindness, or appreciation establishes resonance with the other person.""Incoherence is an expensive habit. Anxiety and stress can cost you dearly in sales performance."Learn more about Deborah Rozman: LinkedIn: https://www.linkedin.com/in/deborahrozman/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out’. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.KEY TAKEAWAYSAuthenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.QUOTES"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order.""If buyers are talking to you, it's because they need to. So you need to figure out what they need from you.""Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."Learn more about Andy Paul: LinkedIn: https://www.linkedin.com/in/realandypaul/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.KEY TAKEAWAYSSales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.QUOTES"Selling from the heart is just being a person talking to another person." - Gretchen Gordon"You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen GordonLearn more about Gretchen Gordon: Gretchen's LinkedIn: https://www.linkedin.com/in/gretchengordonbraveheart/The Happy Sales Manager Website: https://www.thehappysalesmanager.com/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Former corporate senior leader Dustin Dale is a professional keynote speaker, executive leadership trainer, and bestselling author whose life mission was redefined on November 21, 2021. Dustin was told that he was headed toward death from an autoimmune disease. In four days, Dustin realized his mission still needed to be finished. During his many treatment sessions in an oncology department, Dustin wrote his first best-selling book, ""Learn to Lead by Serving,” where he shares his knowledge and experience of 10 years leading over 1,000 teams and more than 3,500 persons for major corporate companies.Dustin has developed leaders worldwide by inspiring stronger cultures and creating servant leaders. He has also become an example of faith through his powerful testimonial. Dustin brings an authentic and inspiring message about what it is meant to become a servant leader. Delivering this message across corporations, universities, and all industries have created a ripple effect for future leaders to succeed!SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.KEY TAKEAWAYSAuthenticity and Trust: Genuine connection fosters trust, which is essential in today's post-COVID world.Self-Discovery: Understanding oneself is crucial for effective leadership and salesmanship.Leadership Shadow: Leaders must be aware of their reputation and the impact they have on others.Circle of Success: Surround yourself with individuals who challenge and elevate you.Transparent Conversations: Honest communication builds credibility and fosters growth.Building Trust: Consistently providing value and nurturing relationships is key.Morning Routine: Starting the day with self-care and focus prepares you to serve others effectively.QUOTES"Selling from the heart is the true connection point between solution and authenticity, where trust is found.""The longer a problem stays a problem, the more debt you pay on it.""Servant leadership is not about doing the job of your teams, but about helping them and fostering connection.""Your reputation is your leadership shadow, invisible yet powerful."Learn more about Dustin Dale: LinkedIn: https://www.linkedin.com/in/dustindaleservantleader/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prereleasePlease visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Jean-Claude (JC) Larreche is Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus at INSEAD. His book The Momentum Effect: How to Ignite Exceptional Growth, published by Pearson, was named the 4th Best Book of the Year by Amazon USA in its Business and Investing category. It has been translated into several languages.Building on his research in The Momentum Effect, Professor Jean-Claude (JC) Larreche currently works on developing “leadership talents for powering growth” on a global scale. He has designed the learning simulation DiG (Discovery, Innovation, and Growth) which is currently available in six languages (English, French, Spanish, Russian, Chinese, and Korean) and is offered internationally by a network of local certified DiG instructors. The research objective of the simulation is to test if the leadership skills for growth are different in a variety of contexts (country, industry, the size of company…) and to explore if personal development approaches have to be adapted accordingly.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.KEY TAKEAWAYSUnderstanding the evolution of sales transformations: from product pushing to solution selling to value capture selling.The importance of vulnerability in sales leadership and the challenge of bridging from one person's heart to another's.The significance of corporate value drivers: profitability, market share, and customer satisfaction.Developing competencies for long-term success: juggling multiple objectives, leadership, empathy, and business acumen.Bridging the gap between top management and the sales force for mutual respect and strategic alignment.QUOTES"When you talk from the heart, it's from the heart of one person to the heart of another person.""The deep root cause of short-term vision in sales is the lack of respect that top executives have for the sales force.""Salespeople are not just selling; they're managing a business."Learn more about Jean-Claude (JC) Larreche: LinkedIn: https://www.linkedin.com/in/jclarreche/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.KEY TAKEAWAYSSlowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.QUOTES"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate.""Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust.""If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Tune in for an exciting announcement on this special episode of the Selling From the Heart podcast!

ABOUT THE GUEST(S)With a decade of experience as an author, speaker, coach, and trainer, Carole Mahoney assists entrepreneurs, founders, and salespeople like you in growing your businesses through a collaborative and science-based sales approach. Her upcoming book, "Buyer First: Grow Your Business with Collaborative Selling," unveils the groundbreaking method for achieving sales success that she employs with her clients daily, drawing insights from the experiences of 2.3 million salespeople.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carole delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carole shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.KEY TAKEAWAYSSales professionals should prioritize understanding and addressing the needs of buyers.Collaborative selling involves active listening, asking open-ended questions, and fostering genuine connections with buyers.Building trust is crucial in sales and requires authenticity, transparency, and a buyer-centric mindset.Sales origin stories influence beliefs and attitudes toward sales, and introspection and reframing can lead to personal and professional growth.Deep inner work not only enhances sales effectiveness but also contributes to personal development and character building.QUOTES"Selling from the heart is about putting your intentions to be other-focused first.""Amazing things start to happen when you stop shining the spotlight on yourself and shine it on the other person.""Trust isn't built on people liking you; it's built on telling the absolute truth."Learn more about Carole Mahoney: LinkedIn: https://www.linkedin.com/in/carolemahoney/Buyer First Book: https://carolemahoney.com/books/buyerfirstbook/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Paul Ross is on a passionate mission to guide already successful sales professionals and entrepreneurs to radically up-level their sales results. He is an Author, Speaker, Elite Sales Trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming. Over the past 30 years, he has guided tens of thousands of people to use the power of words to design their own results.SHOW SUMMARYIn this episode of Selling From The Heart, join Larry Levine and Darrell Amy in an enlightening conversation with Paul Ross, author of "Subtle Words that Sell: How to Get Your Prospects to Convince Themselves to Buy and Add Top Dollars to Your Bottom Line." Paul introduces innovative approaches to sales, drawing from his expertise as an elite sales trainer, master hypnotist, and practitioner of neurolinguistic programming. He emphasizes the importance of understanding subconscious motivations, building trust, and expanding prospects' states of consciousness to facilitate impactful sales interactions.KEY TAKEAWAYSSales isn't about selling products; it's about selling decisions and positive emotions related to those decisions.Prospects often struggle with trusting themselves to make good decisions and believing they deserve the offered opportunities.Effective sales communication involves influencing subconscious minds to expand prospects' beliefs and possibilities.Utilizing subtle language, metaphors, and stories can captivate attention, build trust, and guide prospects towards desired outcomes.Confidence in sales can be cultivated through learning confidence, which involves extracting lessons from every experience and continually improving sales skills.Leadership in sales entails enrolling teams in a shared vision, fostering a culture of trust and empowerment, and developing the ability to emotionally regulate and empathize with team members.QUOTES"Selling is not only about getting your ideas into the prospect's mind; it's about expanding their mind to include your ideas and new possibilities.""Rapport is only important if it sets the groundwork for suggestibility. If it doesn't do that, so what?""If you really want to be a leader, you have to learn enrollment, which is fantastic for using these techniques very powerfully and very quickly.""Your ability to lead and see others comes down to states of consciousness, both in terms of influencing others and influencing yourself."Learn more about Paul Ross: LinkedIn: https://www.linkedin.com/in/paul-ross-b43a963/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Benjamin Tagoe is currently a Chief Executive Officer at Objective Management Group, bringing experience from previous roles at Fairfield Enterprises. Benjamin Tagoe holds a 2013 - 2015 Master Of Business Administration @ Harvard Business School. With a robust skill set that includes Financial Modeling, Consulting, Hedge Funds, Fixed Income, Strategy and more, Benjamin Tagoe contributes valuable insights to the industry.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Benjamin Tagoe, CEO of Objective Management Group (OMG), to delve into the latest trends in sales and unveil the secrets behind driving sales success. Through decades of data analysis on millions of sales professionals, Benjamin shares unparalleled insights into the key competencies that differentiate top performers from the rest. From the importance of self-awareness to the critical role of adhering to sales processes and manager accountability, this episode provides actionable strategies for sales professionals looking to elevate their game in 2024.KEY TAKEAWAYSSelf-Aware Selling: Sales success hinges on self-awareness, allowing sales professionals to focus on understanding the prospect's needs and overcoming personal limitations.Adherence to Sales Process: Sticking to a milestone-centered sales process is vital for consistent success, yet many teams struggle with implementation despite heavy investments.Manager Accountability: Effective sales management involves holding sales people accountable, coaching them, and providing strategic guidance, fostering an environment of growth and development.QUOTES"Selling from the heart comes down to selling with self-awareness.""The process is your friend. Follow it, add value to your clients, and watch your success soar.""Top performers want to be challenged and held accountable. They thrive on structure and strategic guidance."Learn more about Benjamin Tagoe: LinkedIn: https://www.linkedin.com/in/btagoe/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Davin Salvagno is a renowned inspirational speaker and author, known for his expertise on purpose. As the Founder of PurposePoint & The Purpose Summit, he has also authored the bestselling book "Finding Purpose at Work." With nearly two decades of experience in leadership roles spanning operations, human resources, marketing, and finance, Davin discovered a passion for guiding leaders to reconnect with their foundational purpose. His keynote talk "The Power of Purpose" gained international acclaim in 2018, and he has continued to deliver impactful talks benefiting numerous organizations worldwide. Since 2018, Davin has served as an Executive Coach for multiple CEOs and a consultant in leadership and organizational development across various sectors. He is a distinguished member of the Marshall Goldsmith 100 Coaches and the C12 Business Forums, a global peer advisory group for Christian CEOs and Business Owners. Originally from Philadelphia, Davin currently resides in Michigan with his wife Amy and their two children.SHOW SUMMARYIn this episode of Selling From The Heart, we dive deep into the transformative power of purpose-driven sales. Special guest Davin Salvagno, renowned speaker and author, shares invaluable insights on how to integrate purpose into your sales approach, unlocking new levels of success and fulfillment. From reframing mindsets to fostering genuine connections, this episode offers practical strategies to align your sales efforts with purpose and meaning.KEY TAKEAWAYSPurpose is not singular but plural, comprising various roles and moments in life.Eliminate distractions to be fully present and attentive in your interactions.Actively listen to uncover the needs and problems of those around you.Separate the solution from monetary rewards to prioritize genuine value creation.Embrace the journey of discovering and living your purpose, one moment at a time.QUOTES"All selling, if done well, is solving a problem.""Purpose is not singular. Purpose is plural and momentary.""You can be all of you to the person that's right in front of you."Learn more about Davin Salvagno: LinkedIn: https://www.linkedin.com/in/salvagno/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Guy Kawasaki, a renowned entrepreneur, author, and tech evangelist. From his influential role at Apple in the 1980s, where he played a key part in the success of the Macintosh, to his ventures in entrepreneurship and venture capital, Kawasaki's journey has been marked by innovation and business acumen. As a prolific author, his books like "The Art of the Start" and "Enchantment" continue to inspire aspiring entrepreneurs. Join us as we delve into Kawasaki's diverse contributions to the tech industry, his insights on marketing, and his engaging presence as a speaker and educator.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy have an engaging conversation with Guy Kawasaki, the Chief Evangelist of Canva and author of the book "Think Remarkable: Nine Paths to Transform Your Life and Make a Difference." They discuss the concept of selling from the heart and the importance of being others-focused in sales. Guy shares insights on vulnerability, the power of disciplined habits, and the significance of making a difference. He also highlights the value of connecting with others and the importance of seeing operational realities in person. This episode is filled with practical advice and inspiring stories that will motivate listeners to be remarkable in their personal and professional lives.KEY TAKEAWAYSSelling from the heart means having the other person's best interests at heart, not just your own.Vulnerability is a sign of wisdom and strength, not weakness.Disciplined habits are crucial for success in sales and life.Connecting with others and walking in their shoes can lead to valuable insights and stronger relationships.Success obliges individuals to help others and make a positive impact.QUOTES"If you're successful, you have an obligation to hold that door open, make that door bigger, make the tide rise, float all the boats.""If you want to be a great salesperson or evangelist, sell something great. Do not affiliate yourself with mediocrity."Learn more about Guy Kawasaki: LinkedIn: https://www.linkedin.com/in/guykawasaki/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Mark Carpenter is a serial storyteller. Even as a child, he loved to tell stories (mainly to get attention). He leveraged that ability into a career in marketing communications and public relations, then as a college professor and corporate facilitator.Now, he teaches people how to more intentionally tell stories that teach, lead, sell, and inspire to accomplish business and personal goals. He is the co-author of the best-selling book “Master Storytelling: How to Turn Your Experiences Into Stories that Teach, Lead, and Inspire” and co-creator of the Master Storytelling Workshop. Leveraging a 20-year career in corporate communication, 10 years working as an adjunct professor of communication, and 15 years facilitating training, Mark couples a lively, engaging style with purposeful, impactful learning.When he’s not training, speaking, coaching, or creating new content, Mark is likely hiking or snowshoeing in the mountains near his home in Utah, playing the piano, bragging about his grandchildren, or writing children's books.SHOW SUMMARYIn this episode of Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Mark Carpenter, the serial storyteller and co-author of the best-selling book, "Master Storytelling." Together, they explore the profound impact storytelling can have on sales, leadership, and building authentic connections. From weaving personal experiences to influencing leadership decisions, learn how storytelling can elevate your sales game and create lasting impressions.KEY TAKEAWAYSConnect as Humans: Selling from the heart is about connecting as human beings, not just transactions.Storytelling Structure: The key storytelling structure includes an introduction, conflict, and change to effectively convey messages in a concise manner.Intentionality in Storytelling: Be intentional about the purpose of your story and the lesson you want to convey.Repeatable Stories: Reuse and repurpose stories intentionally for different contexts, audiences, and lessons.Building Trust: Stories trigger the release of oxytocin, the trust hormone, in the brain, fostering genuine connections.QUOTES"Selling from the heart is about connecting as human beings.""The story is not about you; it's about the point you're trying to make, the lesson learned, and how it can impact the listener.""If you're intentional about the destination, you're going to take that story start to finish in a straight line.""Look for those moments where you have an emotional reaction. There is a story embedded in that with something to teach, lead, sell, and inspire.""Storytelling builds trust by increasing oxytocin, the love hormone, fostering genuine connections between people."Learn more about Mark Carpenter: LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He’s spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.KEY TAKEAWAYSSales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.QUOTES"Sales is about results, but it's equally about connecting with the hearts of your team members.""Balancing accountability with empathy is the hallmark of effective sales leadership.""Authenticity breeds trust, and trust is the foundation of strong sales teams."Learn more about Mike Weinberg: LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Elliott Moon, a certified Working Genius coach, brings a wealth of experience in innovation and adaptability, cultivated through a diverse professional background. Growing up in Texas with insights from his father's immersion in the insurance industry, Moon developed a deep appreciation for relational selling. His journey led him to embrace the transformative Working Genius model by Patrick Lencioni, focusing on self-awareness and productivity. As a guest on the Selling from the Heart Podcast, Moon shares insights into leveraging the Working Genius model to unlock individual and team potential, offering practical strategies for enhanced productivity, morale, and success in the realm of sales.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy as they explore the transformative power of the Working Genius model in the sales world. Certified Working Genius coach Elliott Moon sheds light on the six key activities encapsulated in the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity. Discover how understanding your own working geniuses and frustrations can revolutionize your approach to sales, teamwork, and productivity.KEY TAKEAWAYSUnderstand the six stages of the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity.Learn how to identify your working geniuses and frustrations to enhance self-awareness and productivity.Explore the symbiotic relationship between different working geniuses within a team and how it can lead to successful outcomes.Gain insights into how the Working Genius model can revolutionize your sales approach, from client interactions to project completion.Uncover strategies to leverage your unique strengths and collaborate effectively with others in the sales profession.QUOTES"Sales feels relational. If you're gonna sell from your heart, it's about valuing the person over the transaction.""Wonder asks the big questions; Invention generates ideas; Discernment assesses workability; Galvanizing rallies and inspires; Enablement equips the work; Tenacity ensures successful results.""Your geniuses are needed to make work happen. Running towards people with opposite geniuses creates a symbiotic relationship that makes all work better."Learn more about Elliott Moon: LinkedIn: https://www.linkedin.com/in/elliott-moon-60181a78/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Jon Alwinson is a sales veteran with more than 15 years of experience. In addition to winning numerous awards, both as an individual and team leader, he spends a great deal of time in one-on-one coaching. Jon’s new book is called Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great In Sales.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy in a powerful episode featuring seasoned sales expert John Owenson. Explore the world of relentless sales, where skills, mentality, and faith converge to create a transformative journey in the sales profession. Learn how to overcome adversity, conquer fear, and develop a relentless mindset that propels you to new heights. Discover the importance of a solid sales process and gain insights into building a morning routine that sets the tone for success.KEY TAKEAWAYSEmbrace a relentless mindset: Persistently pursue excellence, conquer fear, and never give up.Develop a solid sales process: Establish a fundamental framework for successful selling.Overcome adversity: Learn from challenges, appreciate the hard times, and let them shape your resilience.Conquer fear with mantras: Repeat empowering phrases or scriptures to build confidence and overcome fear.Capture wins daily: Journal your daily successes and learning moments to stay motivated and focused.Plan your day and night: Outline priorities the night before to start the day on the offensive and end it with a clear mind.QUOTES"Selling from the heart is living from your true identity – confidence, putting your customer first, and pursuing excellence.""Relentless sales is an unyielding, persistent, never-give-up attitude coupled with caring, adding value, and earning the right to push boundaries.""Next play – a mantra to move on, stay focused, and not let setbacks derail your entire game in sales.""Relentless is not just about not giving up; it's about not giving up on caring, on bringing value, and on being committed to the customer.""Faith in sales is about finding strength in knowing who you are, aligning priorities, and letting that guide your actions in the profession."Learn more about Jon Alwinson: LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Lori began her sales journey growing up in her grandmother’s fine women’s apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980’s.After a stellar career in tech sales, Lori launched Score More Sales, a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.SHOW SUMMARYIn this episode of Selling From The Heart, Darrell Amy and Larry Levine are joined by special guest Lori Richardson, founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.KEY TAKEAWAYSCompetency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.QUOTES"Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession.""Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key.""Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level.""Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network.""For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."Learn more about Lori Richardson: LinkedIn: https://www.linkedin.com/in/scoremoresales/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Elizabeth Dixon, an accomplished business leader and serial entrepreneur with nearly two decades of experience at the Chick-fil-A Support Center, is currently the Executive Director of Trilith Foundation, reporting to Dan Cathy, Chairman of Chick-fil-A. With a background working for renowned brands such as Disney World, Gap, YMCA, and Cooper Aerobics Center, she has mentored under leaders like Dan Cathy and Horst Schulze. Elizabeth is a sought-after speaker, sharing insights on exceptional customer experiences globally through live events, virtual resources, consulting, and her debut book, The Power of Customer Experience. She has also founded, operated, and sold several small businesses while guiding emerging entrepreneurs toward achieving their business goals.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy on a profound exploration of purpose-driven sales with guest Elizabeth Dixon, a seasoned entrepreneur and business leader. Elizabeth shares her transformative journey from defining her purpose through personal challenges to advocating for authenticity in sales. Discover the power of aligning personal purpose with professional endeavors and learn practical steps to navigate the intersection of passion and sales success.KEY TAKEAWAYSAuthentic sales stem from inviting others into meaningful experiences, not just transactions.Defining personal purpose transcends job titles and empowers individuals to bring value beyond sales metrics.Sales professionals can proactively align personal purpose with corporate missions or pursue entrepreneurial ventures to fulfill their authentic selves.QUOTES"Authentic sales are about inviting others into something meaningful and valuable, not just making a sale.""You are not your sales. You are not your performance. Bring your purpose and gifts into your work, don't extract them from it.""When defining success, dismantle the ladder of titles and compensation, focus on meaningful relationships and contributions."Learn more about Elizabeth Dixon: LinkedIn: https://www.linkedin.com/in/elizabethdixonspeaks/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.SHOW SUMMARYIn this episode of Selling From The Heart, join hosts Larry Levine and Darrell Amy in a captivating conversation with Neil Rogers, the seasoned expert in sales and marketing and author of "Bar Tips." Discover the unspoken parallels between bartending and sales, as Neil shares insights on building relationships, effective communication, and the art of hospitality. Learn how the principles from behind the bar can be the key to success in your sales journey.KEY TAKEAWAYSThe Golden Rule in Sales: Applying the golden rule - treating others as you want to be treated - is the foundation of building long-term relationships in both bartending and sales.Importance of a Proper Greeting: Just as a warm welcome sets the tone for a great bar experience, the first impression in sales can make or break a deal. Smile, greet, and be genuinely interested in your prospect.Listening Skills: Drawing from Dale Carnegie's wisdom, Neil emphasizes the significance of listening to customers. Understanding their needs and preferences without interruptions is crucial for effective sales communication.Time Management and Punctuality: Neil introduces the concept of "15 minutes is the new on time." Being punctual, managing time efficiently, and staying organized are keys to success both at the bar and in sales.Taking Ownership of Business Problems: Neil shares a valuable lesson from his mentor about taking ownership when things go wrong. Reflect on your role in a problem and focus on solutions rather than blaming others.Solving Problems Silently: The best way to handle business issues is to solve them without customers noticing. Neil advocates for proactive problem-solving to enhance customer experience.QUOTES"The only difference between a bartender and a person in a selling capacity is that customers come to them; we have to go hunt them.""Never get a second shot at the first impression. It's the small things that matter in building relationships.""Solve the problem without the customer ever knowing. It's the art of making things right behind the scenes."Learn more about Neil Rogers: LinkedIn: https://www.linkedin.com/in/neil-p-rogers-cas-68a4a22/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

An introvert by nature, Philipp Humm’s mission is to help others discover the storyteller within each one of us.Prior to starting his own storytelling business, Philipp worked for ten years in various roles, including Product Management at Uber, Consulting at Bain & Company, and Investment Banking at Blackstone.He discovered his passion for performance arts (acting, improv & storytelling) in his time in NY while completing his MBA at Columbia Business School. Since then, he has honed his storytelling skills at the Mezrab School of Storytelling De Toneelmeester Acting School and Boom Chicago.In his free time, Philipp shares stories at open mic nights in Amsterdam, moves his hips at regular Bachata parties, and plays Spikeball with friends.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy in an enlightening conversation with Philip Humm, the visionary behind the Story Selling Method. In this episode, discover the power of micro stories, or "connection stories," and how they can transform your sales approach. Learn the art of weaving relatable personal stories into your interactions to build trust, humanize the sales process, and overcome objections. Philip shares valuable insights and practical tips for sales professionals to create meaningful connections and enhance their storytelling skillsKEY TAKEAWAYSConnection Stories: Embrace the art of micro stories, sharing relatable personal experiences to build connections.Question Crafting: Develop thoughtful questions that prompt the other person to share their own stories, deepening the connection.Business Story Integration: Integrate relevant business stories into the conversation to showcase your approach, success stories, and overcome objections.Homework for Life: Practice daily reflection to identify and recall personal moments that can be turned into compelling stories.Continuous Improvement: Stay open to evolving your storytelling techniques, exploring how stories can be utilized at different stages of a sales conversation.QUOTES"Selling from the heart means tuning into how I can help the customer become better at what they are.""Connection stories are not about perfection; they're about breaking the ice, building initial connections, and making the other person comfortable to share a story in return.""Tiny moments that touch your heart are incredible moments to share.""Homework for Life: Reflect on one moment each day that touched your heart, cultivating a wealth of stories over time."Learn more about Philipp Humm: LinkedIn: https://www.linkedin.com/in/philipphumm/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Diana Kander revolutionizes the way businesses look at innovation and curiosity. A New York Times best-selling author, innovation consultant and keynote speaker, she asks some big questions. What kind of culture needs to exist in an organization to ensure innovative ideas and practices? How has Snoop Dogg continued to innovate decade after decade to stay relevant to the next generation? What causes name brands to lose relevance with their customers and go out of business? Can organizational decline be prevented?Diana has spent her career challenging assumptions and asking thought-provoking questions. A serial entrepreneur who entered the United States as a refugee at the age of 8, she has launched and sold millions of dollars worth of products and services. She outlined her biggest lessons learned for launching new products in her first book, All In Startup, which has been used by over 100 universities in their innovation courses and countless large organizations to help their employees think more like entrepreneurs. A former MBA professor at Mizzou, she has served as an entrepreneur in residence at H&R Block, Commerce Bank and several government agencies.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy kick off 2024 with a big announcement - a new book is on the horizon! They're joined by the incredible Diana Kander, author of "Go Big or Go Home" and an expert in creating transformative sales experiences. Diana shares the essential elements of sales presentations that resonate, emphasizes the importance of emotional connections, and provides actionable strategies to stand out in a world of sameness.KEY TAKEAWAYSSales Experience as a Hero's Journey: Transform your sales process into a memorable story with impactful scenes that surprise and engage prospects, setting you apart.Magic Elements in Sales: Utilize the "MAGIC" formula - Make it surprising, Analyze on a deeper level, Give the pitch in the right order, Include three-dimensional objects, and Co-create together to make your presentation unforgettable.Tie-in with Stand-Up Comedy: Incorporate surprise elements from comedy into your sales interactions, making experiences more enjoyable and memorable.QUOTES"Selling from the heart means showing them just how much you care and being able to translate those feelings into actions.""Salespeople and sales leaders, you've got to create what I call Disneyland-esque experiences for your clients.""Your customers are having an experience, whether you're doing anything on purpose or not, and to think about their experience as a movie and make adjustments can make a huge difference in your closing rate."Learn more about Diana Kander: LinkedIn: https://www.linkedin.com/in/dianakander/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass