Selling From The Heart Podcast

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

Self-aware sales professionals regularly remind themselves to stop pretending that they know everything about their clients' businesses. Instead, they strive to be authentic and don't fake that they know all aspects of their clients' business. Larry Levine and Darrell Amy challenge all of us to become students of our clients' problems in a spirit of authentic curiosity.

If you want a full sales funnel you need a healthy relationship funnel. Following up to last episode, Larry Levine and Darrell Amy explore how sales managers can coach sales reps to build relationships and drive conversations with current and future clients. 

Why do salespeople struggle to drive conversations with net-new prospects? After all, if you want healthy sales funnel, you need a strong relationship funnel. In this episode, Larry Levine and Darrell Amy explore the art of driving authentic conversations.  

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

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

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

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

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

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products.This week we are going to bust the top 3 solution selling myths:Solution selling requires me to be a technical expertSolution selling extends the sales cycleSolution selling is complicatedJoin your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of these income-limiting myths!

We all work for companies that have a brand, mission, and values. While sales professionals represent their company, they also have their own brand. In this episode, Darrell Amy and Larry Levine explore how sales reps can go beyond their company brand to develop their own identities by asking the following questions:What value do YOU bring to your clients and prospects as a person?What relevant experience do you have that could benefit your clients and prospects?Who are you? What do you enjoy? What are you passionate about?What can clients and prospects expect from you?At the end of the episode, you'll be challenged to build your own mission and values statement as a sales professional.

All sales reps have to do sales activities, but true sales professionals have purpose behind each activity. In this episode, Larry Levine and Darrell Amy explore ways sales people can add purpose to every sales activity. Bonus MaterialWhy Sales Reps Must Read

This week we go deeper into the hard work that sales professionals need to do to be in the top 1%. We'll talk about how sales reps need to be brokers of ideas and innovation by learning new things and sharing these ideas with their clients both face-to-face and digitally. Enjoy this episode!

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

What is your story? Stories are powerful--especially when they are genuine. In this episode, Darrell and Larry explore the power of two types of stories in the sales process. The first story is your own story. What experiences have you accumulated and how can these experiences add value to your clients?The second type of stories are the ways you have helped clients. What have you and your company done to help specific clients? What challenges did they have? How did they benefit from working with you?You'll be challenged to reflect on your stories and then look for ways to communicate your stories in authentic, helpful ways. This happens face-to-face and digitally on your social profiles.

Wow. You don't want to miss this episode with Dale Dupree. As the President of Sales for Dedicated IT, a growing managed services provider, Dale's passion for what he does will inspire you.In this podcast we talk to Dale about the mantra on the wall of his sales bullpen: "My heart longs to learn and aches to serve." If that doesn't sum up "selling from the heart" we don't know what does.Listen in as Dale shares his vision for how he serves his clients and motivates his team.

Do you have your customer's best interests at heart? Buyers can smell insincerity. Trust is the ballgame and today's guest, Dr. David Stuckenberg coaches us on how to build trust. Not only did he begin in sales, but his career has also taken him to the remotest parts of the earth in the US Air Force and with international negotiations. David shares with us the importance of trust, how to build trust quickly, and how to sustain trust.

If you want to develop authenticity and remove barriers that are holding you back, you're going to love this conversation with our friend, Darren Reinke. He's the author of The Savage Leader, 13 Principles To Become a Better Leader From the Inside Out. Darren believes that great leaders and sales professionals are built from the inside out, not the outside in. You'll discover why values are critical to becoming a more authentic rep. You'll also learn how to identify and begin removing self-limiting beliefs.

Have sales reps lost the art of driving conversations with new prospects? How does this work in the digital age? In this episode of the Selling From the Heart Podcast, Darrell Amy and Larry Levine explore how sales reps can drive conversations face-to-face and online. All of this is geared toward filling the relationship funnel. As Larry always says, if you have an empty relationship funnel, you have an empty sales funnel! Conversations build relationships.Tune in and get helpful ideas that you can put to work right away to drive more conversations and create more sales opportunities.

Larry and Darrell explore the art of opening up genuine conversations by listening to what your clients and prospects are saying--in person and online. In this episode, we explore the importance of paying attention and responding genuinely to drive conversations.Show ResourcesBernadette McClelland, The Art of Commercial Conversations, When It's Your Turn To Make a DifferenceWe LOVE this book. Every sales rep that wants to sell from the heart needs to pick up a copy of this book and savor it one paragraph at a time. This book offers a wealth of wisdom for today's sales rep.