Selling From The Heart Podcast

ABOUT THE GUESTFrom Fortune 1000 Sales to Successful Entrepreneur: Mary Grothe is a masterful, inspirational storyteller. Her Keynotes, crafted effortlessly between her professional and personal worlds, will give listeners an in-depth look into how she achieves worldly success, yet overcomes the dark side of the pursuit of over-achievement.If asked what problem she solves, Mary would reply, "enslavement", referring to people who worship things of this world: fame, money, titles, and achievements, and lose their souls to gain earthly success. Her words are for the lost, the weary, the lukewarm Christians, and the Christian-curious. SHOW SUMMARYJoin hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast as they engage in a deeply insightful conversation with Mary Grothe about her journey navigating professional success while addressing the dark side that often accompanies it. Mary shares her poignant story, revealing how her success in sales was intertwined with personal struggles and the ques

Patti DeNucci is the author of the critically acclaimed book, "The Intentional Networker." She is a networking expert and consultant who helps professionals build genuine and meaningful connections. Patti believes that authentic relationships are the key to professional success.SHOW SUMMARYPatti DeNucci joins the Selling from the Heart podcast to discuss the power of intentional networking. She emphasizes the importance of being authentic and purposeful in building relationships. Patti shares her insights on how to navigate networking events with grace and intention. She encourages sales professionals to focus on having meaningful conversations rather than trying to make a sale. Patti also highlights the value of finding your "right people" and investing in your network.KEY TAKEAWAYSNetworking is about building relationships, not making immediate sales.Show genuine interest in others and ask meaningful questions to start conversations.Find your "right people" and invest in building relationships with them.Be

"Hugh Hornsby is an entrepreneur-minded leader who built up our turned around 10 divisions or companies on his "People based business Philosophy"" seeking and finding people who are stuck, who have a burning desire to achieve, an entrepreneur growth mindset, and want to become apart of a team that is bigger than themselves then helping them find their passion and purpose. Suffering a severe head injury, he was diagnosed as an epileptic with ADHD at the age of 10 when he learned the philosophy of "Never let anyone hold you back, especially you." Finding his passion and purpose of refusing to let others place labels on anybody. Believing that if you have a desire in your heart it will make its way to the head! He is the Vice President of Sales of Everflow Supplies where he helped build a regional company into a national manufacturer and distributor of plumbing, industrial, HVAC, and waterworks products based around people."SHOW SUMMARYIn this episode of Selling From The Heart, Hugh Hornsby discusses his people-

ABOUT THE GUESTCasey is a growth partner specializing in helping entrepreneurs build businesses exceeding $10 million in value. With a wealth of experience, he has founded, acquired, and invested in multiple small businesses, notably turning a $9,000 investment into a $40,000,000 portfolio. His journey wasn't without challenges, as he once experienced burnout when his business became heavily reliant on him. Determined to create businesses that could thrive without his daily involvement, he developed a proven process. Now, he assists entrepreneurs and business owners in scaling their ventures and freeing themselves from day-to-day operations.Casey's process empowers entrepreneurs to regain control of their businesses, enabling them to focus on their most essential priorities. With over 100 successful case studies under his belt, Casey is a dedicated partner for those seeking to escape the daily grind, boost their business performance, and find more time for what truly matters in their lives.SHOW SUMMARYIn this

Joey Coleman helps companies keep their customers and employees. As an award-winning speaker, he works with organizations around the world ranging from small startups to major brands such as Volkswagen Australia, Zappos, and Whirlpool. His First 100 Days® methodology fuels the remarkable experiences his clients deliver and dramatically improve their profits.His Wall Street Journal #2 best selling book, Never Lose a Customer Again, offers strategies and tactics for turning one-time purchasers into lifelong customers and his upcoming book, Never Lose an Employee Again, details a framework companies around the world can use to reduce turnover and increase employee engagement. When not speaking to audiences around the globe (he’s spoken on all seven continents), Joey enjoys playing board games, building LEGO sets, and reading bedtime stories with his amazing wife and two young sons.SHOW SUMMARYIn this episode of Selling From The Heart, Joey Coleman joins Larry Levine and Darrell Amy on the Selling From the Heart

In addition to leading the Habits at Work team, Andrew Sykes is a Lecturer of Entrepreneurship at Northwestern University's Kellogg School of Management and a member of the Kellogg Sales Institute Executive Education Team, where he instructs the acclaimed course "Entrepreneurial Selling." This course has been recognized by Inc. Magazine as one of the "Top Ten" courses in the United States.With a career spanning 30 years, Andrew has held roles as a salesperson, entrepreneur, speaker, and expert in behavior change. His professional journey commenced with the establishment of one of South Africa's largest healthcare consulting companies.He is also a co-author of the book "The 11th Habit," which distills the research conducted by the Behavioral Research and Applied Technology Laboratory (BRATLAB). This research focuses on identifying the habits that truly contribute to sustained high performance, competitive differentiation, trust building, and organizational growth, and offers guidance on how individuals can dev

Kay Miller is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker's Salesperson of the Year, an accolade that earned her the nickname "Muffler Mama."Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Kay Miller to discuss her book, "Uncopyable Sales Secrets," and how sales success comes from being good at selling yourself. She emphasizes the importance of building trust with customers and providing value. Kay shares her personal story of becoming "Muffler Mama" to stand out in the automotive indu

In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Radhika Shukla, a senior sales leader with extensive experience in the industry. Radhika shares her insights on selling from the heart and the importance of servant leadership. She emphasizes the three pillars of successful sales: serving passionately, connecting authentically, and thriving collectively. Radhika also discusses the power of networking and building meaningful relationships in sales.ABOUT THE GUESTRadhika Shukla, an accomplished Sr. Sales Leader and holder of a Michigan-Ross MBA, brings forth over 21 years of invaluable experience in strategic sales leadership and business management. Her career has been defined by a strong emphasis on mentoring and leading high-performing teams across North America and Asia, with a focus on crafting cost-effective solutions that address critical business needs and drive digital transformations for customers.In her most recent role, Radhika successfully helmed a $250M+ P&L busi

In this episode of Selling From The Heart, co-hosts Darrell Amy and Larry Levine invite guest Stan Phelps to discuss the importance of compassion and differentiated experience in sales. Stan shares his perspective on compassion, emphasizing the need to go beyond empathy and truly care about clients. The conversation explores the concept of "upgrading your humanware" by understanding oneself and clients' behavioral styles. Stan introduces the Diamond Rule, a framework that combines elements of the Golden Rule and the Platinum Rule, emphasizing the value of treating clients the way they want to be treated. The episode also delves into the goldfish metaphor, highlighting five factors that contribute to growth in both goldfish and businesses. Stan's book series, featuring different colors to represent aspects of customer experience, is also discussed. Listeners are encouraged to connect with Stan Phelps on LinkedIn and explore his books on Amazon.ABOUT THE GUESTStan Phelps is a Forbes Contributor, TEDx Speaker, I

In this episode of Selling From The Heart, Weldon Long joins Larry Levine and Darrell Amy to share his inspiring journey from homelessness and prison to success and prosperity. He emphasizes the importance of selling from the heart, extending oneself emotionally and professionally to prospects, and maintaining integrity in sales. Weldon also discusses the power of consistency and the prosperity mindset, highlighting the role of expectations and imagination in achieving success. He explains how the reticular activating system filters our focus and the impact of cognitive dissonance on behavior. Weldon emphasizes the need for a morning routine and a prosperity plan to condition the subconscious mind for success.ABOUT THE GUESTWeldon Long is a successful entrepreneur, mindset expert, and author of the NY Times Bestseller, The Power of Consistency. From 13 years in a jail cell to running multi-million-dollar businesses...In 2003, Weldon walked out of a homeless shelter after serving over a decade in prison. A 9th

In this episode of Selling From The Heart, Dr. Yoram Solomon joins Larry Levine and Darrell Amy to discuss the importance of trust in sales. He shares his research on trustworthiness and how it impacts sales success. Dr. Solomon explains his trust-building model, which consists of six components: competence, personality compatibility, symmetry, positivity, time, and intimacy. He emphasizes the need for salespeople to be genuine, confident, and empathetic in order to build trust with clients. Dr. Solomon also highlights the importance of avoiding BS and being honest when you don't know something. He concludes by encouraging salespeople to focus on building trust rather than competing on price.Dr. Yoram Solomon is the founder of the Trust Habits Institute, teaching companies and individuals how to build trust in teams, be trusted by others, and know who to trust. He has published 12 books, holds 22 patents, and has written over 200 articles. Dr. Solomon is one of the top 20 global thought leaders on corporate c

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by John Hanson, a customer service expert and author of the book "Winning Secrets: How a Dictionary and a Ruler Can Change Your Life." He is known for his commitment to excellence in communication, responsiveness, and adding value to clients.John joins us to discuss the concept of Selling From The Heart and the key principles outlined in his upcoming book, "Winning Secrets." He emphasizes the importance of building trust with customers by genuinely caring about their needs and providing value. John introduces the idea of using a dictionary and a ruler to redefine success and measure progress. He encourages celebrating both successes and failures as learning opportunities and highlights the significance of preparation and continuous improvement in sales.KEY TAKEAWAYSBuilding trust with customers requires genuine curiosity and a commitment to understanding their needs.Success is not a one-time event but a continuous journey

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Hannah Austin, author of "Hello, Head, Meet Heart." Hannah shares her experience with burnout and discusses the importance of aligning the head and heart to avoid burnout. She emphasizes the need for self-reflection and self-awareness and provides practical tips for recognizing and addressing burnout. Hannah also highlights the power of connection and community in overcoming burnout and finding fulfillment in both personal and professional life.Hannah Austin is a highly sought-after corporate leader and management professional, specializing in the management and prevention of burnout for professionals. As the CEO and Founder of SheShatters, LLC, she draws on her experience consulting and coaching corporate leaders to provide employees- at the mid to high point of their careers with the support they need to burn brightly without burning out.  Prior to founding SheShatters, Hannah spent 20 years as an executive in the he

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Anthony Garcia to discuss the importance of setting meaningful and emotionally invested goals in sales. Anthony emphasizes the need to move away from a transactional mindset and focus on building genuine relationships with prospects. He shares his personal experience of setting goals that are emotionally invested and how it has driven his success. Anthony also provides practical tips on how sales professionals can start setting meaningful goals and plan for adversity.Anthony Garcia is a sales expert with nearly two decades of experience in direct business-to-business and medical sales. He has achieved top accolades in his field and has trained and developed sales teams for various companies. Anthony is the author of "Catapulting Commissions" and the host of the "Catapulting Commissions" podcast. KEY TAKEAWAYSSelling from the heart means genuinely caring about solving a problem for the prospect and being invested in the

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Jonathan Mahan, the co-founder of The Practice Lab, a training community for sales professionals looking to develop their skills through deliberate practice. He is passionate about helping salespeople cut through the clutter of tips and tactics to focus on the most impactful core sales behaviors. Jonathan Mahan joins Larry and Darrell to discuss the importance of deliberate practice in sales. He explains that while simple repetition doesn't grow skill, deliberate practice can rewire the brain and equip salespeople with the abilities they need to perform under pressure. By practicing core fundamental skills and receiving immediate feedback, sales professionals can change their behaviors and elevate the sales profession. KEY TAKEAWAYSLazy selling can be done without much practice, but high-quality selling requires intense skill development through deliberate practice.Deliberate practice involves setting clear targets, re

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Kelly Riggs the author of the book Counter Mentor Leadership and is a speaker and business performance coach for executives and companies throughout the United States. He is known for his leadership, sales development, and strategic planning expertise.Kelly Riggs joins the Selling from the Heart podcast to discuss the need for authenticity and relationship-building in sales. He emphasizes the importance of character in sales professionals and the need to focus on the customer's best interests. Kelly also challenges the traditional approach to sales training, suggesting that it often results in inauthenticity and product-focused selling. He advocates for a shift towards a coaching culture and ongoing sales development to create lasting change and improve sales results.KEY TAKEAWAYSAuthenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.Traditional sales tr

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by DB Bedford the CEO and founder of iNeverWorry Consulting a company that specializes in Emotional Intelligence and trains staff and leadership on how to effectively manage their behavior and make better personal decisions to achieve positive results.DB Bedford discusses the importance of emotional intelligence (EI) in sales. Emotional intelligence is the ability to recognize and manage one's own emotions and the emotions of others. He explains that emotional intelligence allows individuals to feel their emotions without letting them overpower their intelligence.  DB shares his personal journey of transformation from a life of crime to becoming an emotional intelligence coach. He highlights the role of perspective and being present at the moment in reducing worry and anxiety. DB also emphasizes the importance of building rapport and relationships with clients, as well as being intentional about creating positive experien

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Tim Rohrer, Tim is the author of "Sales Lessons of the World's Greatest Mentor" and an award-winning sales director with over 25 years of experience in sales and sales management. He is a coach, mentor, and consultant who believes in the power of story, personal growth, and building trust in sales.He shares the story of his mentor, Dick Harlow, and the valuable lessons he learned during his early years in sales. Tim emphasizes the importance of integrity and selling from the heart, focusing on the customer's goals and objectives. He also highlights the significance of mentorship and the impact it can have on a salesperson's success. Tim's book offers 16 lessons from his mentor, providing valuable insights and guidance for sales professionals. HIGHLIGHT QUOTES"Selling from the heart means selling with integrity, being transparent, and ensuring that every transaction is a win for both parties.""Integrity is about doing t

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Ryan Hartley, Ryan is the founder and heart and mind behind Always Better Than Yesterday. He is a heart-centered coach, consultant, and community leader. Ryan is also the host of the Always Better Than Yesterday podcast.Ryan explains that love is an energy, not just an emotion, and that it is a life source of energy that calls us to serve others. He discusses the concept of heartprint, which refers to our impact on others in every interaction. Ryan encourages leaders to lead from the heart and create a safe and compassionate environment for their team members. He also highlights the importance of self-awareness and self-discovery in connecting with one's own heart and being authentic in sales interactions. HIGHLIGHT QUOTES"Selling from the heart comes from wholeness. The people we serve don't lack anything." - Ryan Hartley"Love is an energy, a life source energy that calls us out of our comfort zone to put others' need

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Marc Clausen, a global sales and sales performance strategy coach at IBM, to discuss the importance of coaching in sales leadership. Marc shares his insights on where sales leaders often go wrong in their coaching approach and provides valuable tips on how to be an effective coach. He emphasizes the importance of serving both customers and sales teams and highlights the value of co-creating and collaborating with clients. Marc also introduces the GROW model for coaching and explains how it can help sales managers guide their teams to success. HIGHLIGHT QUOTESMarc's definition of selling from the heart - Marc Clausen: “I think you sell from the heart when you know the customer. I think you sell from the heart when they know you. And you've got integrity in the kind of man or woman you are when you show up in their environment.”Importance of coaching and the need for training for sales managers - Marc Clausen: “I think o