Selling From The Heart Podcast

Chris Spurvey, author of It's Time To Sell, joins the Selling From the Heart Podcast to take a deep dive into ways to attract ideal prospects by putting yourself out there. While sales reps always need to prospect, the best sales prospects are the ones that come to you. In this episode, we explore smart ways to attract ideal prospects.

Join us for a bonus episode with content from our recent webinar. If you'd like to get a link to the video and slides you can find them on SlideShare.Ever wonder why your sales team is not performing at a higher level even though you invest in sales training and product knowledge? What is missing? After talking with sales professionals in markets across North America and Australia, we've seen a consistent and growing epidemic that harms sales results. In this webinar we will get to the heart of the matter, exposing three key areas that inhibit sales professionals and devastate sales teams. You'll leave with practical ideas to expose and reverse the trend in your sales organization.

Andy Paul, author of Zero Time Selling and the founder of The Sales House joins us for a vibrant discussion about the human-to-human aspect of sales that tends to get lost in today's world of digital communication platforms. We also explore the critical ways sales professionals can invest in themselves.

Perhaps the best thing a Selling From the Heart sales professional can do to advance their career while keeping their heart in check is to get involved in local non-profits. This week, Marnie Schneider, author of the Football Freddie series and contributing author to Standing O!, shares her story about getting involved in the community. You'll enjoy this discussion, full of wisdom and motivation!

This week we're joined by Tim Hughes, founder of Digital Leadership Associates, host of the #TimTalk Podcast, and the co-author of Social Selling: Techniques to Influence Buyers and Change Makers and the new book, Smarketing: How to Achieve Competitive Advantage through Blended Sales and Marketing, We discuss the importance of conversational intelligence in the sales profession.

Lee Salz, Selling From the Heart Champion and author of Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want joins us this week to share practical ideas you can put to work immediately to differentiate yourself in a sea of sameness.

Sales professionals are leaders: they build relationships, cast vision, and motivate people to take action. This week we take a look at the Emotional Intelligence traits of effective leaders and consider how they can be applied to sales. You'll be challenged as you consider how you could improve your sales effectiveness by developing important traits like authenticity, presence, and resiliency.

As a special bonus to the Selling From the Heart Podcast tribe, we're sharing a recording of Larry's recent webinar: Unlocking The Untapped Potential In Your Client Base. What if the key to growing your business was right in front of your nose? In this webinar Larry Levine, author of Selling From the Heart, shares the strategies he used on the street as a technology sales rep to leverage his current client base to grow revenue. These proven tactics can be adapted to any sales style. You can also find the slides on SlideShare. Enjoy!In this episode, we refer to two resources:Client Experience as Competitive Advantage (podcast)First Class Is Not a Seat, It’s an Experience (blog)

Confidence is a critical factor in sales success. However, the life of a sales rep is full of challenges that can erode confidence. This week we talk with the Confidence Creator herself, Heather Monahan. She is the author of the book, Confidence Creator. You’ll enjoy this inspiring discussion about how sales professionals can build unstoppable confidence.

Are you a millennial and wondering if the sales profession was the right career choice for you? Yes! Sales is a great place for people who want to be authentic and make a living while making a difference in the world. This week Larry Levine and Darrell Amy explore the topic of how selling from the heart can make sales a great career for millennials.In this episode, we refer to the Selling From the Heart Manifesto! You can download it here and learn more on a previous podcast episode.

For most sales reps, prospecting represents an area where they need to steel their hearts against rejection. As a result, most prospecting is not authentic. What if we brought our heart to prospecting? In this episode, Larry Levine and Darrell Amy explore the power and pleasure of authentic prospecting.We'd like to extend a special thank you to each of you that have helped us spread the word about Selling From the Heart. If you're enjoying the book, would you do us a favor. Go to Amazon and leave us a review. You can find the book page HERE. Many thanks!

This week we're joined by Kelly Riggs, founder of of the Business Locker Room and author of several books including Counter Mentor Leadership. You'll enjoy this discussion about the three types of sales professionals. You'll learn how true sales professionals can become professional business people that can add consultative value.Every week we feature a Selling From the Heart Champion. This week we're giving a shout out to Jay Jensen, lead coach for Car Motivators. Check him out on LinkedIn.

We've all heard the saying, "Your network is your net worth." However, building a network takes more than clicking a "connect" button on LinkedIn. It requires consistent active engagement. Darrell Amy talks to Larry Levine about how he built his network and the incredible power of genuine engagement with other human beings to drive sales success.

To celebrate the launch of the Selling From the Heart book on Wednesday, September 19, we're joined by Keenan, a true Selling From the Heart Champion. This week we explore what it takes to stoke the fire of passion that drives you to do the hard work to be a true one-percenter. Listen in and get fired up! Keenan is the founder of A Sales Guy and author of Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You.

Every sales professional goes through seasons of frustration and even despair. There is an aspect of sales that is very emotional. Let the negative emotions fester and they can drag you down, shipwrecking your career. In this episode, Larry Levine and Darrell Amy get gut-level honest about sales funks, brainstorming practical ways to get back on track. If you're in a funk, you need to listen to this episode. If you're not in a funk, take these ideas to heart--you may need them someday!

Inspired by two recent trips in first class, Darrell's blog article, First Class is a Seat, Not an Experience, we explore why sales professionals should go the extra mile to create a first class experience for their prospects and clients. Larry shares some stories from his field experience and challenges all of us to step up our client experience. Enjoy!Download Now

Forget the Wheaties, oatmeal, or All American Grand Slam. Selling From the Heart Champions eat feedback for breakfast. In this episode you'll be challenged to go to your middle-of-the-road clients and ask for feedback. The goal is to double your list of raving fans by the end of the year. Listen in to learn more.

One of the biggest buzzwords in sales these days is "sales enablement." While we all appreciate that new platforms and content that our companies provide, the problem is that if we focus on getting visible without working on increasing our value, we'll get vetted out of the deal. In this episode, Larry Levine and Darrell Amy take an honest look at what it takes to become more valuable, a process called "self enablement."

This week we're joined by our good friend, Deb Calvert, author of Stop Selling and Start Leading. We discuss how true sales professionals can build competitive advantage, improve win rates, maximize profit, and enhance enjoyment of their job. How? Created value--individual value that comes from you as a sales professional. Larry, Darrell, and Deb discuss ways sales professionals can create value in the sales process.

We all talk about improving our closing skills. What about our opening skills? The way we open up new conversations has a direct bearing on the close. Of course, if we don't open up new conversations, we won't close any new business. Beyond that, the real question is, "How are you opening conversations?" This week Larry and Darrell explore the different ways to start a conversation to set up a successful close.