Episoder
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Jonathan Gardner is the Principal and Founder of J. Gardner Group, where he leverages decades of expertise in strategic sourcing and relationship management to drive profitability for organizations. His career includes working with global powerhouses like Starbucks and Dell, where he developed an acute understanding of navigating large corporations and fostering long-term partnerships.
SHOW SUMMARY
KEY TAKEAWAYSBeyond Procurement: Build relationships across multiple departments to avoid relying solely on procurement.Strategic vs. Tactical Sales: Focus on strategic, long-term actions instead of short-term wins.Proactive Engagement: Start building connections before a need arises and nurture them consistently.Perceived Power of Procurement: Procurement’s influence is often overestimated, especially when you're an incumbent supplier.Relationship Mapping: Create a "power map" of connections within your target organization to strengthen your approach.Holistic Strategies: Engage procurement as part of a comprehensive sales strategy, not as an obstacle to overcome.QUOTES TO REMEMBER"Don't let yourself become equal." — Jonathan Gardner"Procurement has way, way less power than they want you to think they do." — Jonathan Gardner"Be the octopus. Engage every tentacle of your relationship strategy." — Jonathan Gardner"Treat this as an 'and,' not an 'or.' Engage, engage, engage." — Jonathan Gardner"Avoid assuming. It's easy to think you're being ghosted, but they're probably just busy and rude." — Jonathan Gardner
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jonathan Gardner to explore the art of strategic sourcing and relationship management. Drawing on his extensive experience with major brands, Jonathan reveals how sales professionals can establish genuine connections, navigate procurement processes, and avoid becoming just another number on a spreadsheet. He emphasizes the importance of building relationships across all levels of an organization, maintaining a strategic mindset, and engaging consistently for long-term success.Connect with Jonathan Gardner
Jonathan's LinkedIn.Connect with Larry and Darrell
Darrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
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Damon Lembi is the CEO of LearnIt, a company dedicated to empowering individuals through education to achieve their professional goals. After an early career pursuing Major League Baseball, Damon joined LearnIt in 1995, bringing his passion for growth and learning to the organization. As an advocate for lifelong learning, Damon attributes LearnIt’s success to surrounding himself with exceptional talent and learning from past mistakes. An avid reader and family man, Damon brings unique perspectives on leadership, culture, and personal development. His book, Learn It All Leader, explores the transformative power of a learn-it-all mindset for individuals and teams.
SHOW SUMMARY
KEY TAKEAWAYSAuthenticity in Sales: Building trust and genuine connections is critical for success in sales.Continuous Learning: Sales professionals must embrace lifelong learning to adapt to industry changes and meet evolving customer needs.Team Collaboration: Sales is a team sport that thrives on collaboration and shared support.Feedback Culture: Leaders who provide regular, constructive feedback foster growth and improvement in their teams.Reflection for Growth: Reflecting daily on wins and lessons learned helps sales professionals refine their approach and achieve consistent growth.QUOTES TO REMEMBER"Learning without doing is treason." — Damon Lembi"True selling is a team sport, 100%." — Damon Lembi"A learn-it-all isn’t afraid to make mistakes, try new things, and grow outside their comfort zone." — Damon Lembi"The more you learn, the more you earn." — Larry Levine"If you’re going to deliver meaningful value, you need to be somebody who’s continuously learning." — Darrell Amy
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Damon Lembi, CEO of LearnIt, to explore how fostering a culture of learning can transform sales and leadership. Drawing insights from his book, Learn It All Leader, Damon highlights the power of humility, curiosity, and integrity in driving continuous improvement and building successful teams. Through lessons from his baseball career and leadership journey, Damon shares actionable strategies for developing adaptability, embracing feedback, and creating a collaborative, growth-focused environment within sales teams.FOLLOW THE CONVERSATION:
Connect with Damon Lembi
Damon Lembi's LinkedIn.Connect with Larry and Darrell
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!
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Karl Mecklenburg, former Denver Broncos captain and All-Pro linebacker, defied the odds as a college walk-on and 12th-round draft pick to become one of the NFL’s most versatile players. With six Pro Bowl appearances, three Super Bowl appearances, and an induction into the Denver Broncos Ring of Fame, Karl's career exemplifies resilience, determination, and leadership. Today, as a Certified Speaking Professional (CSP), Karl shares his inspiring "Six Keys to Success," blending humor, motivation, and actionable strategies for achieving goals in sports, business, and life.
SHOW SUMMARY
KEY TAKEAWAYSPreparation is Key: Success in both sales and sports hinges on preparation. Take the time to thoroughly prepare for meetings, calls, and opportunities.Be Decisive: Quick, well-informed decisions can create momentum and change outcomes.Authenticity Matters: Genuine connections build trust and relationships. Inauthenticity can quickly damage rapport.Resilience in the Face of Challenges: Embrace obstacles as opportunities for growth. High pain tolerance and persistence are necessary for long-term success.Forgiveness is Essential: Letting go of past mistakes—both yours and others’—is crucial for moving forward.Goal-Driven Success: Set actionable short-term goals that align with your long-term vision to maintain focus and motivation.QUOTES TO REMEMBER"Preparation allows you to be decisive." — Karl Mecklenburg"Success is not just the game; it’s the preparation before the game." — Karl Mecklenburg"Success is overcoming obstacles on the way to your dreams." — Karl Mecklenburg"You should run into obstacles; otherwise, you're not pushing hard enough." — Karl Mecklenburg"If you can't admit there's an issue, there is no way to move forward." — Karl Mecklenburg
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy sit down with NFL legend Karl Mecklenburg to explore his "Six Keys to Success" and their application to sales and leadership. Karl discusses preparation, decisiveness, authenticity, resilience, forgiveness, and goal setting as fundamental principles for achieving success. Drawing on his experiences on the football field and in life, Karl shares practical advice for sales professionals to overcome challenges, build trust, and pursue their goals with purpose and integrity.FOLLOW THE CONVERSATION:
Connect with Karl Mecklenburg
Karl's Mecklenburg's LinkedIn.Connect with Larry and Darrell
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!
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Guitze Messina is a trailblazer in the HVAC industry and the author of MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting. With decades of experience in building strategic partnerships and driving growth initiatives, Guitze specializes in enhancing service outcomes, fostering innovation, and building trust-based client relationships. His leadership philosophy is rooted in integrity and heart-centered values, making him a perfect fit for the Selling from the Heart podcast. Guitze is passionate about creating lasting value for organizations by focusing on trust, meaningful relationships, and genuine care—core principles that resonate across all industries.
SHOW SUMMARY
KEY TAKEAWAYSProactive Selling: Focus on engaging existing customers to drive recurring sales rather than relying heavily on prospecting for new clients.Listening and Asking: Strategic questioning and active listening help uncover customer needs and buying preferences, leading to stronger relationships.Recurring Sales Focus: Businesses in recurring sales industries can unlock growth by nurturing relationships with their existing customer base.Right Structure: A structured and manageable client load is essential for sales professionals to adopt a proactive approach effectively.Customer-Centric Approach: Shift from transactional service to relational, serving-oriented strategies to foster loyalty and long-term success.QUOTES TO REMEMBER"The more that you learn from your customers, the more you earn from your customers." — Guitze Messina"You grow your business through your customers, not at the expense of your customers." — Guitze Messina"Nothing happens unless you're talking to a client." — Guitze Messina"Helping the customer grow their business ensures that you also grow your business." — Guitze Messina"Selling from the heart is making it easy for your customers to buy what they really want." — Guitze Messina
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy are joined by Guitze Messina to explore the principles behind his book MONEYCALL and the art of achieving recurring sales with less prospecting. Guitze shares actionable strategies for proactively engaging with existing customers, understanding their needs, and leveraging relationships to drive sustainable business growth. He also discusses the importance of a customer-centric mindset, the value of asking strategic questions, and the role of structured sales processes in fostering long-term success. Whether you’re in HVAC or any other field, Guitze’s insights will inspire you to refine your sales approach, deepen client trust, and increase revenue through meaningful connections.Connect with Guitze Messina
Guitze Messina's LinkedInFOLLOW 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!
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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 SUMMARY
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.
In 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.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!
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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 SUMMARY
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.
In 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.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!
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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 SUMMARY
In 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 TAKEAWAYS
Bravery 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!
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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 SUMMARY
In 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 TAKEAWAYS
Authenticity 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!
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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 SUMMARY
In 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 TAKEAWAYS
Avoid 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!
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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 SUMMARY
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.
In 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.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!
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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 SUMMARY
In 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 TAKEAWAYS
Clarity 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!
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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 SUMMARY
In 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 TAKEAWAYS
Authentic 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!
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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 SUMMARY
In 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 TAKEAWAYS
Resilience 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 CONVERSATION
Jake Thomposon's LinkedIn.
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
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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 SUMMARY
In 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 CONVERSATION
Simon Hares LinkedIn
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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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 SUMMARY
In 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 TAKEAWAYS
Heart-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 CONVERSATION
Lyndsay's Dowd LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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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 SUMMARY
In 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 TAKEAWAYS
Authenticity 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 CONVERSATION
Bethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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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 SUMMARY
In 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 TAKEAWAYS
Authenticity 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 CONVERSATION
Garrett 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 Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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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 SUMMARY
In 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 TAKEAWAYS
Understanding 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 CONVERSATION
Connect with Stephanie Chung:
Stephanie's LinkedIn
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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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 SUMMARY
In 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 TAKEAWAYS
Authenticity 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 Olcott
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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SHOW SUMMARY
In 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 TAKEAWAYS
Trust 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 Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get 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 & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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