Nick Glimsdahl is a leading authority in Customer Experience (CX) and Digital Transformation, specializing in the critical connection between authentic service and business success.

As the Director of Contact Center Solutions at VDS and host of the weekly podcast Press 1 For Nick, Nick combines deep expertise in sales, marketing, and contact-center strategy to help organizations create effortless and human-centered customer experiences. He advises companies on aligning business goals, customer expectations, and employee experience—often guiding organizations through complex initiatives such as digital transformation and AI adoption.

Nick is also the author of The Heart of Service, where he champions service models that scale operationally without losing empathy, helping leaders and teams build customer experiences that drive long-term loyalty and growth.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Nick Glimsdahl to explore the powerful idea that how you serve is how you sell. Nick explains that authentic selling begins with transparency, being honest about pricing, timelines, expectations, and outcomes so prospects can truly “see around the corner” and make informed decisions.

The conversation highlights the often-overlooked period between contract signature and implementation, what Nick calls the “go-live gap.” When organizations fail to deliver a consistent experience during this phase, customers quickly lose trust, leading to buyer’s remorse, lost renewals, and missed referrals.

Nick also shares lessons from his book The Heart of Service, emphasizing the importance of listening deeply to customers and frontline employees, reviewing sales conversations to improve performance, and aligning internal teams to deliver a unified customer experience. This episode offers practical strategies for sales professionals to build trust, create seamless handoffs, and focus on long-term relationships rather than short-term wins.

KEY TAKEAWAYS

• Transparency about pricing, timelines, expectations, and results builds stronger customer trust.
• The “go-live gap”—the period between signing and implementation—is critical to customer satisfaction and retention.
• Long-term customer lifetime value should take priority over quick transactional wins.
• Sales professionals shape the customer experience because they are often the first face of the organization.
• Strong internal alignment between sales, implementation, and customer success ensures a consistent experience.
• Listening more than talking helps sales professionals better understand customer needs.
• Genuine care and attention toward prospects differentiate sellers in a crowded marketplace.

HIGHLIGHT QUOTES

“Selling from the heart means being transparent—about price, timelines, expectations, and results.”

“The more I spoke, the better I sounded… but that didn’t mean people would buy.”

“You don’t have to be great. You just have to beat the DMV… but somewhere between Zappos and the DMV.”

“Care more than everybody else.”

“You don’t close a sale. You open a relationship.”

“Customers will easily go to your competitor—even if they have to pay more—for a better experience.”

ADDITIONAL 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!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

SUBSCRIBE to our YOUTUBE CHANNEL! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

et Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

Paul Epstein brings a championship mindset to business leadership, shaped by a 15-year career as a top professional sports executive. During his tenure, Paul led billion-dollar NFL campaigns, broke Super Bowl revenue records, and drove record-setting sales turnarounds for NBA teams, demonstrating elite execution under pressure.

Recognized by SUCCESS magazine as a top thought leader who consistently delivers results, Paul’s expertise has been featured on ESPN, NBC, Fox Business, and USA Today. Today, he speaks and consults globally, helping organizations convert potential into performance through his WIN MONDAY™ playbook. He is the bestselling author of The Power of Playing Offense and Better Decisions Faster.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Paul Epstein to discuss authentic selling, decision-making, and the philosophy behind Win Monday™. Paul introduces his “green light” framework, aligning head (mindset) and heart (authenticity), as the foundation for building self-trust that translates into market trust.

Drawing from his research, Paul shares that 98% of people who accomplish something meaningful on Monday carry momentum through the rest of the week, while the majority of professionals view Monday negatively. He explains why winning Monday actually begins before Monday and outlines a simple but powerful routine: identifying three needle-moving actions the night before (including at least one sales impact activity) and executing them early.

The conversation also explores personal standards, intentional culture-building, “owning your weather system,” and how momentum compounds when you consistently warm up every room you enter. This episode delivers practical tools for building confidence, consistency, and trust—one Monday at a time.

KEY TAKEAWAYS

• Winning Monday creates winning weeks, months, and years.
• Momentum is intentional—98% of people who win Monday carry it forward.
• The “Green Light” framework: head + heart alignment builds self-trust and market trust.
• Winning Monday begins before Monday, preparation starts Friday, Saturday, or Sunday.
• Control your morning before others control your day.
• Identify three needle-moving activities nightly, including one sales-related action.
• You either warm up or cool down every room you enter—own your “weather system.”
• Standards define identity and long-term performance.

HIGHLIGHT QUOTES

“Show me the quality of your habits, I’ll show you the quality of your life.”

“Winning Monday does not start on Monday. That’s non-negotiable.”

“When you walk in a room, you either warm it up or cool it off.”

“By 6 or 7 AM, it’s already a winning day. The rest of the day, I’m playing with house money.”

“Standards are who you are, what you stand for, and how you show up all rolled into one.”

“I’ve never heard after a great workout, ‘I totally regret that.’”

ADDITIONAL 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!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

SUBSCRIBE to our YOUTUBE CHANNEL! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

et Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

Joel Goldberg is a veteran TV broadcaster for the Kansas City Royals, serving as the in-game reporter and anchor for every pre-game and post-game show. With over 30 years in television, Joel has covered everything from Super Bowls to World Series, interviewing icons like Will Ferrell and Wayne Gretzky—while also reporting on quirky moments like tick racing on a pool table.

He is the host of the podcast Rounding the Bases and the author of two books: Small Ball Big Results and Small Ball Big Dreams, where he shares stories of success through consistency, teamwork, and trust.

Beyond the broadcast booth, Joel runs a thriving speaking business, helping organizations build cultures grounded in trust and connection. His practical, story-driven approach to leadership has helped companies improve morale, strengthen teamwork, and foster authentic engagement.

A proud Emmy Award winner and storyteller at heart, Joel brings a unique blend of sports wisdom, business insight, and real-world perspective to every stage he steps on.

SHOW SUMMARY

In this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Joel Goldberg, a seasoned TV broadcaster and author, who shares his insights on storytelling and building trust in both sport and sales. Joel recounts captivating stories from his career, highlighting the power of small consistent actions to achieve big results. The episode emphasizes the importance of genuine and effective storytelling in sales, providing practical advice for sales professionals to connect better with their audience.

KEY TAKEAWAYS

• Authenticity and trust are the foundation of successful sales and relationships.
• Everyone is in the people business and, in some way, a storyteller.
• Consistency, small daily actions (“small ball”), and attention to detail lead to big results.
• Know your audience and listen before telling your story.
• Effective storytelling is about making your message relevant and emotionally resonant.
• Building trust with your team and clients enables you to achieve more together.

QUOTES

• “We are all in the people business, and we are all storytellers.”
• “Authenticity sells.”
• “When people believe you have their best interests at heart before your own, it becomes a lot easier to sell.”
• “Small ball is the little things you do consistently that add up to big results.”
• “If you don’t know what your audience wants, it becomes a lot harder to sell.”
• “You have to earn trust—once you have it, you can do anything.”

Learn more about Joel Goldberg.

LinkedIn: https://www.linkedin.com/in/joelgoldbergkc/

Learn more about Darrell and Larry.

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

ADDITIONAL RESOURCES

Discover Heart-Centered Leadership:

Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today at 👉 www.culturefromtheheart.com!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World

Now available on Audible! Transform your sales approach with insights that matter.  https://a.co/d/bOgH6Ig

Get exclusive access to the latest episodes, leadership strategies, and sales tips. Subscribe to Our YouTube Channel! https://www.youtube.com/@SellingFromtheHeart

Your Daily Dose of Inspiration:

Start each day with the motivation you need.

https://daily.sellingfromtheheart.net/

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

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ABOUT THE GUEST(S)

With a decade of experience as an author, speaker, coach, and trainer, Carole Mahoney assists entrepreneurs, founders, and salespeople like you in growing your businesses through a collaborative and science-based sales approach. Her upcoming book, "Buyer First: Grow Your Business with Collaborative Selling," unveils the groundbreaking method for achieving sales success that she employs with her clients daily, drawing insights from the experiences of 2.3 million salespeople.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carole delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carole shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.

KEY TAKEAWAYS

• Sales professionals should prioritize understanding and addressing the needs of buyers.
• Collaborative selling involves active listening, asking open-ended questions, and fostering genuine connections with buyers.
• Building trust is crucial in sales and requires authenticity, transparency, and a buyer-centric mindset.
• Sales origin stories influence beliefs and attitudes toward sales, and introspection and reframing can lead to personal and professional growth.
• Deep inner work not only enhances sales effectiveness but also contributes to personal development and character building.

QUOTES

• "Selling from the heart is about putting your intentions to be other-focused first."
• "Amazing things start to happen when you stop shining the spotlight on yourself and shine it on the other person."
• "Trust isn't built on people liking you; it's built on telling the absolute truth."

Learn more about Carole Mahoney: 

LinkedIn: https://www.linkedin.com/in/carolemahoney/

Buyer First Book: https://carolemahoney.com/books/buyerfirstbook/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Paul Ross is on a passionate mission to guide already successful sales professionals and entrepreneurs to radically up-level their sales results. He is an Author, Speaker, Elite Sales Trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming. Over the past 30 years, he has guided tens of thousands of people to use the power of words to design their own results.

SHOW SUMMARY

In this episode of Selling From The Heart, join Larry Levine and Darrell Amy in an enlightening conversation with Paul Ross, author of "Subtle Words that Sell: How to Get Your Prospects to Convince Themselves to Buy and Add Top Dollars to Your Bottom Line." Paul introduces innovative approaches to sales, drawing from his expertise as an elite sales trainer, master hypnotist, and practitioner of neurolinguistic programming. He emphasizes the importance of understanding subconscious motivations, building trust, and expanding prospects' states of consciousness to facilitate impactful sales interactions.

KEY TAKEAWAYS

• Sales isn't about selling products; it's about selling decisions and positive emotions related to those decisions.
• Prospects often struggle with trusting themselves to make good decisions and believing they deserve the offered opportunities.
• Effective sales communication involves influencing subconscious minds to expand prospects' beliefs and possibilities.
• Utilizing subtle language, metaphors, and stories can captivate attention, build trust, and guide prospects towards desired outcomes.
• Confidence in sales can be cultivated through learning confidence, which involves extracting lessons from every experience and continually improving sales skills.
• Leadership in sales entails enrolling teams in a shared vision, fostering a culture of trust and empowerment, and developing the ability to emotionally regulate and empathize with team members.

QUOTES

• "Selling is not only about getting your ideas into the prospect's mind; it's about expanding their mind to include your ideas and new possibilities."
• "Rapport is only important if it sets the groundwork for suggestibility. If it doesn't do that, so what?"
• "If you really want to be a leader, you have to learn enrollment, which is fantastic for using these techniques very powerfully and very quickly."
• "Your ability to lead and see others comes down to states of consciousness, both in terms of influencing others and influencing yourself."

Learn more about Paul Ross: 
LinkedIn: https://www.linkedin.com/in/paul-ross-b43a963/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Benjamin Tagoe is currently a Chief Executive Officer at Objective Management Group, bringing experience from previous roles at Fairfield Enterprises. Benjamin Tagoe holds a 2013 - 2015 Master Of Business Administration @ Harvard Business School. With a robust skill set that includes Financial Modeling, Consulting, Hedge Funds, Fixed Income, Strategy and more, Benjamin Tagoe contributes valuable insights to the industry.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Benjamin Tagoe, CEO of Objective Management Group (OMG), to delve into the latest trends in sales and unveil the secrets behind driving sales success. Through decades of data analysis on millions of sales professionals, Benjamin shares unparalleled insights into the key competencies that differentiate top performers from the rest. From the importance of self-awareness to the critical role of adhering to sales processes and manager accountability, this episode provides actionable strategies for sales professionals looking to elevate their game in 2024.

KEY TAKEAWAYS

• Self-Aware Selling: Sales success hinges on self-awareness, allowing sales professionals to focus on understanding the prospect's needs and overcoming personal limitations.
• Adherence to Sales Process: Sticking to a milestone-centered sales process is vital for consistent success, yet many teams struggle with implementation despite heavy investments.
• Manager Accountability: Effective sales management involves holding sales people accountable, coaching them, and providing strategic guidance, fostering an environment of growth and development.

QUOTES

• "Selling from the heart comes down to selling with self-awareness."
• "The process is your friend. Follow it, add value to your clients, and watch your success soar."
• "Top performers want to be challenged and held accountable. They thrive on structure and strategic guidance."

Learn more about Benjamin Tagoe: 
LinkedIn: https://www.linkedin.com/in/btagoe/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Davin Salvagno is a renowned inspirational speaker and author, known for his expertise on purpose. As the Founder of PurposePoint & The Purpose Summit, he has also authored the bestselling book "Finding Purpose at Work." With nearly two decades of experience in leadership roles spanning operations, human resources, marketing, and finance, Davin discovered a passion for guiding leaders to reconnect with their foundational purpose. His keynote talk "The Power of Purpose" gained international acclaim in 2018, and he has continued to deliver impactful talks benefiting numerous organizations worldwide. Since 2018, Davin has served as an Executive Coach for multiple CEOs and a consultant in leadership and organizational development across various sectors. He is a distinguished member of the Marshall Goldsmith 100 Coaches and the C12 Business Forums, a global peer advisory group for Christian CEOs and Business Owners. Originally from Philadelphia, Davin currently resides in Michigan with his wife Amy and their two children.

SHOW SUMMARY

In this episode of Selling From The Heart, we dive deep into the transformative power of purpose-driven sales. Special guest Davin Salvagno, renowned speaker and author, shares invaluable insights on how to integrate purpose into your sales approach, unlocking new levels of success and fulfillment. From reframing mindsets to fostering genuine connections, this episode offers practical strategies to align your sales efforts with purpose and meaning.

KEY TAKEAWAYS

• Purpose is not singular but plural, comprising various roles and moments in life.
• Eliminate distractions to be fully present and attentive in your interactions.
• Actively listen to uncover the needs and problems of those around you.
• Separate the solution from monetary rewards to prioritize genuine value creation.
• Embrace the journey of discovering and living your purpose, one moment at a time.

QUOTES

• "All selling, if done well, is solving a problem."
• "Purpose is not singular. Purpose is plural and momentary."
• "You can be all of you to the person that's right in front of you."

Learn more about Davin Salvagno: 
LinkedIn: https://www.linkedin.com/in/salvagno/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guy Kawasaki, a renowned entrepreneur, author, and tech evangelist. From his influential role at Apple in the 1980s, where he played a key part in the success of the Macintosh, to his ventures in entrepreneurship and venture capital, Kawasaki's journey has been marked by innovation and business acumen. As a prolific author, his books like "The Art of the Start" and "Enchantment" continue to inspire aspiring entrepreneurs. Join us as we delve into Kawasaki's diverse contributions to the tech industry, his insights on marketing, and his engaging presence as a speaker and educator.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy have an engaging conversation with Guy Kawasaki, the Chief Evangelist of Canva and author of the book "Think Remarkable: Nine Paths to Transform Your Life and Make a Difference." They discuss the concept of selling from the heart and the importance of being others-focused in sales. Guy shares insights on vulnerability, the power of disciplined habits, and the significance of making a difference. He also highlights the value of connecting with others and the importance of seeing operational realities in person. This episode is filled with practical advice and inspiring stories that will motivate listeners to be remarkable in their personal and professional lives.

KEY TAKEAWAYS

• Selling from the heart means having the other person's best interests at heart, not just your own.
• Vulnerability is a sign of wisdom and strength, not weakness.
• Disciplined habits are crucial for success in sales and life.
• Connecting with others and walking in their shoes can lead to valuable insights and stronger relationships.
• Success obliges individuals to help others and make a positive impact.

QUOTES

• "If you're successful, you have an obligation to hold that door open, make that door bigger, make the tide rise, float all the boats."
• "If you want to be a great salesperson or evangelist, sell something great. Do not affiliate yourself with mediocrity."

Learn more about Guy Kawasaki: 

LinkedIn: https://www.linkedin.com/in/guykawasaki/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mark Carpenter is a serial storyteller. Even as a child, he loved to tell stories (mainly to get attention). He leveraged that ability into a career in marketing communications and public relations, then as a college professor and corporate facilitator.

Now, he teaches people how to more intentionally tell stories that teach, lead, sell, and inspire to accomplish business and personal goals. He is the co-author of the best-selling book “Master Storytelling: How to Turn Your Experiences Into Stories that Teach, Lead, and Inspire” and co-creator of the Master Storytelling Workshop. Leveraging a 20-year career in corporate communication, 10 years working as an adjunct professor of communication, and 15 years facilitating training, Mark couples a lively, engaging style with purposeful, impactful learning.

When he’s not training, speaking, coaching, or creating new content, Mark is likely hiking or snowshoeing in the mountains near his home in Utah, playing the piano, bragging about his grandchildren, or writing children's books.

SHOW SUMMARY

In this episode of Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Mark Carpenter, the serial storyteller and co-author of the best-selling book, "Master Storytelling." Together, they explore the profound impact storytelling can have on sales, leadership, and building authentic connections. From weaving personal experiences to influencing leadership decisions, learn how storytelling can elevate your sales game and create lasting impressions.

KEY TAKEAWAYS

• Connect as Humans: Selling from the heart is about connecting as human beings, not just transactions.
• Storytelling Structure: The key storytelling structure includes an introduction, conflict, and change to effectively convey messages in a concise manner.
• Intentionality in Storytelling: Be intentional about the purpose of your story and the lesson you want to convey.
• Repeatable Stories: Reuse and repurpose stories intentionally for different contexts, audiences, and lessons.
• Building Trust: Stories trigger the release of oxytocin, the trust hormone, in the brain, fostering genuine connections.

QUOTES

• "Selling from the heart is about connecting as human beings."
• "The story is not about you; it's about the point you're trying to make, the lesson learned, and how it can impact the listener."
• "If you're intentional about the destination, you're going to take that story start to finish in a straight line."
• "Look for those moments where you have an emotional reaction. There is a story embedded in that with something to teach, lead, sell, and inspire."
• "Storytelling builds trust by increasing oxytocin, the love hormone, fostering genuine connections between people."

Learn more about Mark Carpenter: 
LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. 

Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He’s spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.

KEY TAKEAWAYS

• Sales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.
• Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.
• Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.
• Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.
• The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.

QUOTES

• "Sales is about results, but it's equally about connecting with the hearts of your team members."
• "Balancing accountability with empathy is the hallmark of effective sales leadership."
• "Authenticity breeds trust, and trust is the foundation of strong sales teams."

Learn more about Mike Weinberg: 
LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Elliott Moon, a certified Working Genius coach, brings a wealth of experience in innovation and adaptability, cultivated through a diverse professional background. Growing up in Texas with insights from his father's immersion in the insurance industry, Moon developed a deep appreciation for relational selling. His journey led him to embrace the transformative Working Genius model by Patrick Lencioni, focusing on self-awareness and productivity. As a guest on the Selling from the Heart Podcast, Moon shares insights into leveraging the Working Genius model to unlock individual and team potential, offering practical strategies for enhanced productivity, morale, and success in the realm of sales.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy as they explore the transformative power of the Working Genius model in the sales world. Certified Working Genius coach Elliott Moon sheds light on the six key activities encapsulated in the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity. Discover how understanding your own working geniuses and frustrations can revolutionize your approach to sales, teamwork, and productivity.

KEY TAKEAWAYS

• Understand the six stages of the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity.
• Learn how to identify your working geniuses and frustrations to enhance self-awareness and productivity.
• Explore the symbiotic relationship between different working geniuses within a team and how it can lead to successful outcomes.
• Gain insights into how the Working Genius model can revolutionize your sales approach, from client interactions to project completion.
• Uncover strategies to leverage your unique strengths and collaborate effectively with others in the sales profession.

QUOTES

• "Sales feels relational. If you're gonna sell from your heart, it's about valuing the person over the transaction."
• "Wonder asks the big questions; Invention generates ideas; Discernment assesses workability; Galvanizing rallies and inspires; Enablement equips the work; Tenacity ensures successful results."
• "Your geniuses are needed to make work happen. Running towards people with opposite geniuses creates a symbiotic relationship that makes all work better."

Learn more about Elliott Moon: 

LinkedIn: https://www.linkedin.com/in/elliott-moon-60181a78/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Jon Alwinson is a sales veteran with more than 15 years of experience. In addition to winning numerous awards, both as an individual and team leader, he spends a great deal of time in one-on-one coaching. Jon’s new book is called Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great In Sales.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy in a powerful episode featuring seasoned sales expert John Owenson. Explore the world of relentless sales, where skills, mentality, and faith converge to create a transformative journey in the sales profession. Learn how to overcome adversity, conquer fear, and develop a relentless mindset that propels you to new heights. Discover the importance of a solid sales process and gain insights into building a morning routine that sets the tone for success.

KEY TAKEAWAYS

• Embrace a relentless mindset: Persistently pursue excellence, conquer fear, and never give up.
• Develop a solid sales process: Establish a fundamental framework for successful selling.
• Overcome adversity: Learn from challenges, appreciate the hard times, and let them shape your resilience.
• Conquer fear with mantras: Repeat empowering phrases or scriptures to build confidence and overcome fear.
• Capture wins daily: Journal your daily successes and learning moments to stay motivated and focused.
• Plan your day and night: Outline priorities the night before to start the day on the offensive and end it with a clear mind.

QUOTES

• "Selling from the heart is living from your true identity – confidence, putting your customer first, and pursuing excellence."
• "Relentless sales is an unyielding, persistent, never-give-up attitude coupled with caring, adding value, and earning the right to push boundaries."
• "Next play – a mantra to move on, stay focused, and not let setbacks derail your entire game in sales."
• "Relentless is not just about not giving up; it's about not giving up on caring, on bringing value, and on being committed to the customer."
• "Faith in sales is about finding strength in knowing who you are, aligning priorities, and letting that guide your actions in the profession."

Learn more about Jon Alwinson: 
LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Greg Stephens is the President of Choice Consulting and a seasoned communication expert, executive coach, and corporate trainer. With over 25 years of experience across tech, healthcare, and sports, Greg specializes in the "human" side of business: leadership development, conflict resolution, and high-stakes communication.

A certified behavior analyst and Master Trainer in Crucial Conversations, Greg has empowered thousands of professionals to turn ordinary interactions into extraordinary results.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Greg Stephens to explore how sales professionals and leaders can restore even the most challenging or “impossible” relationships. Greg shares powerful insights on authenticity, mindset, and communication—highlighting how self-limiting beliefs often stand in the way of trust and progress.

The conversation dives into practical strategies for setting clear agreements, defining mutual respect, and creating psychological safety in client and team relationships. Through real-world examples and role-playing, Greg demonstrates how intentional communication can transform conflict into collaboration and rebuild trust where it feels lost.

KEY TAKEAWAYS

• Authenticity as a Foundation: Sustainable sales success is impossible without an authentic connection and a baseline of mutual respect.
• Mindset Over Circumstance: Most "impossible" relationships are actually limited by our own internal beliefs—change your narrative to change the outcome.
• Define Respect Early: Success lies in establishing clear agreements and understanding exactly what "respect" means to your client.
• The Information Gap: Open and honest communication about expectations is vital; without information, people create "worst-case" stories that lead to downward spirals.
• Radical Accountability: You cannot control another person, but you have 100% control over your attitude, your actions, and how you show up.

HIGHLIGHT QUOTES

Everyone wants to buy, no one wants to be sold.

If I don’t have your best in mind, it’s going to come across as me trying to get something for myself.

People have to have psychological safety in the conversation—mutual purpose and mutual respect.

In the absence of information, we make it up and we make up the worst story we can.

📌 FOLLOW THE CONVERSATION

Connect with Greg Stephens:

➡️Greg's LinkedIn: https://www.linkedin.com/in/gregstephens2/
 

Learn more about Darrell and Larry:  

➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

➡️Website: https://www.sellingfromtheheart.net
 

ADDITIONAL 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!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Lori began her sales journey growing up in her grandmother’s fine women’s apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980’s.

After a stellar career in tech sales, Lori launched Score More Sales, a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.

In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.

SHOW SUMMARY

In this episode of Selling From The Heart, Darrell Amy and Larry Levine are joined by special guest Lori Richardson, founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.

KEY TAKEAWAYS

• Competency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.
• Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.
• Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.
• Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.
• Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.

QUOTES

• "Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession."
• "Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key."
• "Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level."
• "Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network."
• "For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."

Learn more about Lori Richardson: 
LinkedIn: https://www.linkedin.com/in/scoremoresales/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Elizabeth Dixon, an accomplished business leader and serial entrepreneur with nearly two decades of experience at the Chick-fil-A Support Center, is currently the Executive Director of Trilith Foundation, reporting to Dan Cathy, Chairman of Chick-fil-A. With a background working for renowned brands such as Disney World, Gap, YMCA, and Cooper Aerobics Center, she has mentored under leaders like Dan Cathy and Horst Schulze. Elizabeth is a sought-after speaker, sharing insights on exceptional customer experiences globally through live events, virtual resources, consulting, and her debut book, The Power of Customer Experience. She has also founded, operated, and sold several small businesses while guiding emerging entrepreneurs toward achieving their business goals.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy on a profound exploration of purpose-driven sales with guest Elizabeth Dixon, a seasoned entrepreneur and business leader. Elizabeth shares her transformative journey from defining her purpose through personal challenges to advocating for authenticity in sales. Discover the power of aligning personal purpose with professional endeavors and learn practical steps to navigate the intersection of passion and sales success.

KEY TAKEAWAYS

• Authentic sales stem from inviting others into meaningful experiences, not just transactions.
• Defining personal purpose transcends job titles and empowers individuals to bring value beyond sales metrics.
• Sales professionals can proactively align personal purpose with corporate missions or pursue entrepreneurial ventures to fulfill their authentic selves.

QUOTES

• "Authentic sales are about inviting others into something meaningful and valuable, not just making a sale."
• "You are not your sales. You are not your performance. Bring your purpose and gifts into your work, don't extract them from it."
• "When defining success, dismantle the ladder of titles and compensation, focus on meaningful relationships and contributions."

Learn more about Elizabeth Dixon: 

LinkedIn: https://www.linkedin.com/in/elizabethdixonspeaks/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the 

Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.

SHOW SUMMARY

In this episode of Selling From The Heart, join hosts Larry Levine and Darrell Amy in a captivating conversation with Neil Rogers, the seasoned expert in sales and marketing and author of "Bar Tips." Discover the unspoken parallels between bartending and sales, as Neil shares insights on building relationships, effective communication, and the art of hospitality. Learn how the principles from behind the bar can be the key to success in your sales journey.

KEY TAKEAWAYS

• The Golden Rule in Sales: Applying the golden rule - treating others as you want to be treated - is the foundation of building long-term relationships in both bartending and sales.
• Importance of a Proper Greeting: Just as a warm welcome sets the tone for a great bar experience, the first impression in sales can make or break a deal. Smile, greet, and be genuinely interested in your prospect.
• Listening Skills: Drawing from Dale Carnegie's wisdom, Neil emphasizes the significance of listening to customers. Understanding their needs and preferences without interruptions is crucial for effective sales communication.
• Time Management and Punctuality: Neil introduces the concept of "15 minutes is the new on time." Being punctual, managing time efficiently, and staying organized are keys to success both at the bar and in sales.
• Taking Ownership of Business Problems: Neil shares a valuable lesson from his mentor about taking ownership when things go wrong. Reflect on your role in a problem and focus on solutions rather than blaming others.
• Solving Problems Silently: The best way to handle business issues is to solve them without customers noticing. Neil advocates for proactive problem-solving to enhance customer experience.

QUOTES

• "The only difference between a bartender and a person in a selling capacity is that customers come to them; we have to go hunt them."
• "Never get a second shot at the first impression. It's the small things that matter in building relationships."
• "Solve the problem without the customer ever knowing. It's the art of making things right behind the scenes."

Learn more about Neil Rogers: 
LinkedIn: https://www.linkedin.com/in/neil-p-rogers-cas-68a4a22/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

An introvert by nature, Philipp Humm’s mission is to help others discover the storyteller within each one of us.

Prior to starting his own storytelling business, Philipp worked for ten years in various roles, including Product Management at Uber, Consulting at Bain & Company, and Investment Banking at Blackstone.

He discovered his passion for performance arts (acting, improv & storytelling) in his time in NY while completing his MBA at Columbia Business School. Since then, he has honed his storytelling skills at the Mezrab School of Storytelling De Toneelmeester Acting School and Boom Chicago.

In his free time, Philipp shares stories at open mic nights in Amsterdam, moves his hips at regular Bachata parties, and plays Spikeball with friends.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy in an enlightening conversation with Philip Humm, the visionary behind the Story Selling Method. In this episode, discover the power of micro stories, or "connection stories," and how they can transform your sales approach. Learn the art of weaving relatable personal stories into your interactions to build trust, humanize the sales process, and overcome objections. Philip shares valuable insights and practical tips for sales professionals to create meaningful connections and enhance their storytelling skills

KEY TAKEAWAYS

• Connection Stories: Embrace the art of micro stories, sharing relatable personal experiences to build connections.
• Question Crafting: Develop thoughtful questions that prompt the other person to share their own stories, deepening the connection.
• Business Story Integration: Integrate relevant business stories into the conversation to showcase your approach, success stories, and overcome objections.
• Homework for Life: Practice daily reflection to identify and recall personal moments that can be turned into compelling stories.
• Continuous Improvement: Stay open to evolving your storytelling techniques, exploring how stories can be utilized at different stages of a sales conversation.

QUOTES

• "Selling from the heart means tuning into how I can help the customer become better at what they are."
• "Connection stories are not about perfection; they're about breaking the ice, building initial connections, and making the other person comfortable to share a story in return."
• "Tiny moments that touch your heart are incredible moments to share."
• "Homework for Life: Reflect on one moment each day that touched your heart, cultivating a wealth of stories over time."

Learn more about Philipp Humm: 

LinkedIn: https://www.linkedin.com/in/philipphumm/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Diana Kander revolutionizes the way businesses look at innovation and curiosity. A New York Times best-selling author, innovation consultant and keynote speaker, she asks some big questions. What kind of culture needs to exist in an organization to ensure innovative ideas and practices? How has Snoop Dogg continued to innovate decade after decade to stay relevant to the next generation? What causes name brands to lose relevance with their customers and go out of business? Can organizational decline be prevented?

Diana has spent her career challenging assumptions and asking thought-provoking questions. A serial entrepreneur who entered the United States as a refugee at the age of 8, she has launched and sold millions of dollars worth of products and services. She outlined her biggest lessons learned for launching new products in her first book, All In Startup, which has been used by over 100 universities in their innovation courses and countless large organizations to help their employees think more like entrepreneurs. A former MBA professor at Mizzou, she has served as an entrepreneur in residence at H&R Block, Commerce Bank and several government agencies.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy kick off 2024 with a big announcement - a new book is on the horizon! They're joined by the incredible Diana Kander, author of "Go Big or Go Home" and an expert in creating transformative sales experiences. Diana shares the essential elements of sales presentations that resonate, emphasizes the importance of emotional connections, and provides actionable strategies to stand out in a world of sameness.

KEY TAKEAWAYS

• Sales Experience as a Hero's Journey: Transform your sales process into a memorable story with impactful scenes that surprise and engage prospects, setting you apart.
• Magic Elements in Sales: Utilize the "MAGIC" formula - Make it surprising, Analyze on a deeper level, Give the pitch in the right order, Include three-dimensional objects, and Co-create together to make your presentation unforgettable.
• Tie-in with Stand-Up Comedy: Incorporate surprise elements from comedy into your sales interactions, making experiences more enjoyable and memorable.

QUOTES

• "Selling from the heart means showing them just how much you care and being able to translate those feelings into actions."
• "Salespeople and sales leaders, you've got to create what I call Disneyland-esque experiences for your clients."
• "Your customers are having an experience, whether you're doing anything on purpose or not, and to think about their experience as a movie and make adjustments can make a huge difference in your closing rate."

Learn more about Diana Kander: 
LinkedIn: https://www.linkedin.com/in/dianakander/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Chris Schembra is the best-selling author of "Gratitude Imposta: The Secret Sauce for Human Connection." He is known as the Gratitude Guru and has used the principles of gratitude to spark over 500,000 relationships around the dinner table. Chris is dedicated to helping companies connect in meaningful ways and has worked with clients such as Microsoft, Google, Dell, and SAP.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Chris Schembra, the Gratitude Guru. They discuss the importance of authenticity and meaningful connections in sales. Chris explains how gratitude can transform relationships and drive sales results. He emphasizes the need to shift from a focus on oneself to a focus on others and shares practical tips for expressing authentic gratitude. Chris also discusses the power of spontaneous gratitude and how it can positively impact both the giver and the recipient.

KEY TAKEAWAYS

• Gratitude helps shift the focus from oneself to others, leading to more meaningful connections.
• Authenticity is crucial in building relationships and establishing trust with clients.
• Giving gratitude in the language that the recipient prefers can have a greater impact.
• Spontaneous gratitude can be a powerful tool for personal growth and relationship building.

QUOTES

• "Gratitude is the acknowledgment that you've received something of value from others."
• "Gratitude doesn't have to be returned. Gratitude is the gift in itself."
• "Giving gratitude in the language the recipient likes to receive, it is the key."
• "Spontaneous gratitude, when done from the heart, can be a game changer."

Learn more about Chris Schembra: 

LinkedIn: https://www.linkedin.com/in/schembra/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mark Allen Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.

SHOW SUMMARY

In this episode of Selling From The Heart, Mark Allen Roberts emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.

KEY TAKEAWAYS

• Selling from the heart means having worthy intent and genuinely caring for customers.
• Understanding customers' problems and providing solutions is key to driving explosive growth.
• Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.

QUOTES

• "Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers."
• "The more you know about your customers, the more you grow with your customers."

Learn more about Mark Allen Roberts: 
LinkedIn: https://www.linkedin.com/in/markaroberts/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Lee Salz is a sales expert, author, and speaker. He is the author of two international bestsellers on sales differentiation and the architect of the Sales Organization Maturity Assessment. Lee helps companies understand their current sales state and provides strategies for exponential growth

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrel Amy interview Lee Salz about the Sales Organization Maturity Assessment. Lee explains that sales organizations go through different stages of maturity, starting with a sales department and progressing to a sales team and eventually a sales force. He emphasizes the importance of recognizing the need for improvement and investing in the sales organization, especially during good times. The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth. Lee discusses the characteristics of each stage and highlights the importance of having a prescribed account management approach and evaluating sales talent effectively.

KEY TAKEAWAYS

• Sales organizations go through stages of maturity: sales department, sales team, and sales force.
• The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth.
• Prescribed account management and evaluating sales talent effectively are crucial for a sales force.

QUOTES

• "If you don't love being in sales, love the profession, it's very hard to sell from the heart."
• "You're never going to know what you find, but you can find an opportunity there that you didn't know before."

Learn more about Lee Salz: 
LinkedIn: https://www.linkedin.com/in/leesalz/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Todd Caponi is the author of the award-winning best-seller, The Transparency Sale, and the new award-winning book, The Transparent Sales Leader.

Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has guided two companies to successful exits.

He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.

SHOW SUMMARY

Todd Caponi joins the Selling from the Heart Podcast to discuss the importance of transparency in sales and leadership. He emphasizes that sales is a service profession and that the role of sales professionals is to help customers achieve optimal outcomes. Todd shares insights from sales history, highlighting the similarities between the current economic climate and that of the early 1900s. He also introduces his framework for building revenue capacity, which focuses on transparency and decision science. Todd explains the concept of intrinsic motivation and the six core elements that drive human beings. He encourages leaders to provide praise and recognition to their teams to inspire and influence them. The episode concludes with a discussion on the value of transparency in building trust and credibility in sales.

KEY TAKEAWAYS

• Sales is a service profession, and the role of sales professionals is to help customers achieve optimal outcomes.
• The current economic climate mirrors that of the early 1900s, and history can provide valuable insights for navigating challenging times.
• Transparency is crucial in sales and leadership, as it helps teams predict and understand what is expected of them.
• Intrinsic motivation is driven by predictability, recognition, aim, independence, security, and equitability.
• Providing praise and recognition to teams inspires and influences them to achieve their best work.

QUOTES

• "True salesmanship is the science of service."
• "We are not thinking machines that feel, we are feeling machines that think."

Learn more about Todd Caponi: 
LinkedIn: https://www.linkedin.com/in/toddcaponi/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Stacy Sherman, a certified customer experience (CX) speaker, author, journalist, advisor, and the award-winning host of the DoingCXRight podcast. Stacy is recognized for her Heart & ScienceTM proven framework, renowned for its ability to generate profitable clients and foster brand loyalty through an empowered and valued workforce. With 25 years of experience as a strategist and practitioner at companies like Verizon, Liveops, Schindler Elevator Corp, Wilton Brands, and AT&T, Stacy has consistently practiced what she preaches. Furthermore, she holds leadership roles on multiple university boards and has been featured in prestigious publications such as Forbes and other top-rated outlets.

Stacy's driving purpose is to cultivate lasting relationships and create meaningful experiences that enrich people's lives.

SHOW SUMMARY

Stacy Sherman joins the Selling from the Heart Podcast to discuss the importance of customer experience in sales. She emphasizes that customer experience and customer service are not the same thing, and that customer experience encompasses the entire journey a customer goes through when interacting with a brand. Stacy introduces the heart and science framework, which blends the emotional and human aspects of business with data and metrics. She highlights the need for sales leaders to break down silos and create synergy between departments to deliver a consistent customer experience. Stacy also encourages salespeople to listen to customer feedback, both solicited and unsolicited, and bring that feedback back to the internal teams to drive improvements.

KEY TAKEAWAYS

• Customer experience is the entire journey a customer goes through when interacting with a brand, while customer service is a part of that journey.
• The heart and science framework blends the emotional and human aspects of business with data and metrics to create a sustainable customer experience.
• Sales leaders should break down silos and create synergy between departments to deliver a consistent customer experience.
• Salespeople should listen to customer feedback and bring it back to the internal teams to drive improvements.

QUOTES

• "Customer experience and customer service are not the same thing."
• "The whole journey matters. If the beginning is fantastic but the end is hard, customers will leave."
• "People buy from people they trust, people they like. It's the authenticity and connection that matter."

Learn more about Stacy Sherman: 
LinkedIn: https://www.linkedin.com/in/stacysherman/
Website: https://doingcxright.com/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Steve Benson is the Founder and CEO of Badger Maps, a leading route-planning and mapping platform built specifically for field sales teams. With a background in geography, an MBA, and experience at companies like IBM, HP, and Google, Steve combined his expertise in mapping and sales strategy to help outside sales professionals work smarter, not harder. His mission is to eliminate wasted time in the field so salespeople can focus on what truly matters, building relationships and creating value for customers.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Steve Benson, Founder and CEO of Badger Maps. The conversation explores how field sales professionals can dramatically improve productivity by optimizing routes, planning ahead, and eliminating inefficiencies. Steve shares practical insights on how technology can support—not replace—authentic, relationship-driven selling. This episode highlights how reclaiming wasted time allows sales professionals to spend more meaningful time with customers, deepen trust, and drive stronger results.

KEY TAKEAWAYS

• The Human Element: Sales is fundamentally a human interaction rooted in authenticity and trust—technology should enable, not replace, this.
• Leverage Efficiency Tools: Utilize efficiency tools, like route planners and virtual assistants, to handle logistical tasks, freeing the salesperson to focus exclusively on building relationships.
• Route Planning is Power: Optimizing routes and planning customer visits can save significant hours each week for field sales teams, directly impacting time-to-revenue.
• Focus on the Core: Cutting out distractions and concentrating on real customer conversations and value creation leads directly to better sales results.
• Repurpose Wasted Time: Regularly assess and repurpose time spent on low-value tasks (like driving or scheduling) into high-value activities, such as meeting more clients or performing account research.

HIGHLIGHT QUOTES

Sales is as old as civilization… this is a very human interaction.

If you just focus on how am I going to create value for this person… that’s all sales is.

It’s a noisy world… people’s guard is generally up, and they are generally suspicious of things.

Repurpose your time… if you could repurpose three hours a day into seeing another customer, that’s 15 hours a week. Something tells me you’d grow sales, build more trust, and grow client relationships a whole lot more.

📌 FOLLOW THE CONVERSATION

Connect with Steve Benson:

➡️Steve's LinkedIn: https://www.linkedin.com/in/stevenbenson/
 

Learn more about Darrell and Larry:  

➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

➡️Website: https://www.sellingfromtheheart.net
 

ADDITIONAL 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!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

James works with a large financial services organization responsible for developing sales and sales leadership training content and 1:1 professional coaching at various levels. James has spent 25 years leading sales teams with a coaching, training, and teaching slant.  Over the years, he has developed expertise in adult learning, overcoming personal mental blocks, professional coaching, and leadership.  In 2016, he ramped up his learning journey by joining the John Maxwell Leadership Certified Team, where he received professional coaching, Leadership, Speaking, and DISC certifications.  His mission is To create significant impact, positive change, and superior results in others.   James published his first book, Break the Cycle: The 8 Essentials of Effective Sales Leadership, last November.

SHOW SUMMARY

Join hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast, where authenticity and trust in sales are the focal points. In this riveting episode, seasoned sales strategist James Hoard shares insights from his 25 years of experience in sales and leadership. The discussion delves into the core principles of effective sales leadership outlined in his book, "Break the Cycle: The Eight Essentials of Effective Sales Leadership." From the importance of a coach-first mentality to the significance of observing and guiding sales teams, James reveals invaluable strategies and personal anecdotes that define authentic sales leadership. Aspiring sales leaders will discover actionable advice and key takeaways for nurturing their leadership skills.

KEY TAKEAWAYS

• Genuine Desire to Help: Selling from the heart means having a sincere desire to assist and support clients authentically.
• Eight Essentials of Effective Sales Leadership: These essentials encompass crucial aspects such as having a coach-first mentality, observing and understanding team performance, and adopting foundational leadership practices.
• Leadership Book Recommendations: John Maxwell's "Developing the Leader Within You 2.0" and "The Road Less Stupid" are recommended reads for sales professionals aspiring to enhance their leadership skills.
• Salespeople Transitioning to Leadership: Aspiring leaders in sales should focus on foundational leadership skills, ask key questions about their leadership style, and seek mentorship.

QUOTES

• "Coaching is about an authentic conversation, authentic relationship where I, the coach, ask questions to help you self-assess what's happening so you can determine your best path forward."
• "If you're a sales leader, you must see your team execute. Observation based on evidence is crucial in understanding your team's performance."
• "Salespeople should read leadership books; it helps understand the minds and hearts of leaders, which is valuable in sales interactions."

Learn more about James F. Hoard: 
LinkedIn: https://www.linkedin.com/in/hoardjames/
Link to book: https://www.amazon.com/Break-Cycle-Within-Sales-Organization/dp/B0BL4ZRV6B

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT THE GUEST

From 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 SUMMARY

Join 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 quest for fulfillment. Her recently published book, Destination Remarkable: Surviving the Dark Side of Success, explores these intricate facets, shedding light on the importance of inner healing, spirituality, and separating one's identity from external achievements. The conversation uncovers invaluable insights for high-performance sales professionals facing similar challenges, emphasizing the necessity of inner work for genuine success.

KEY TAKEAWAYS

• Success in sales can sometimes be a mask for personal struggles; acknowledging inner turmoil is crucial for true fulfillment.
• The pursuit of success can stem from a need to fill emotional voids or past inadequacies, leading to an insatiable hunger for achievements.
• Separating one's identity from professional accomplishments is essential for mental and emotional well-being.
• Spirituality and finding a deeper sense of purpose are instrumental in achieving true fulfillment and overcoming the dark side of success.

QUOTES

• "I had destination addiction because no matter how good my performance was, it was never good enough."
• "I was trying to heal inside of myself. And the success became the drug and the addiction and the hit felt great. The high, I wanted it all the time."
• "Our world focuses on the hustle and the grind, and the 'do whatever it takes to win' mentality. That's not transferable to any average person to pick up my playbook and do it."
• "I have been living my life so backward. My understanding of my worth, my North star, the source I'm plugging into. I got right there."
• "There's so much freedom on the other side of that, when we're not tied to that [external success]."

Learn more about Mary Grothe: 
LinkedIn: https://www.linkedin.com/in/marygrothe/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 SUMMARY

Patti 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 TAKEAWAYS

• Networking 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 intentional and purposeful in your networking efforts.
• Networking can happen anywhere, not just at formal events.

QUOTES

• "It's about selling one conversation at a time and being your true self."
• "Drop the idea that you're going to make a sale because of a networking event."
• "Find your 'right people' and invest in building relationships with them."
• "Networking happens everywhere. It's just connecting."
• "Proximity is power when you're around other lifelong learners."

Learn more about Patti DeNucci:
LinkedIn: https://www.linkedin.com/in/pattidenucci/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

"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 SUMMARY

In this episode of Selling From The Heart, Hugh Hornsby discusses his people-first philosophy and the importance of aligning company goals with individual goals. He emphasizes the need for authenticity and caring in sales, and shares his personal journey of overcoming obstacles and finding success. Hugh believes in investing in his team and helping them become significant. He also highlights the importance of self-care and forgiveness in achieving personal and professional growth.

KEY TAKEAWAYS

• Authenticity and caring are essential in sales, and leaders should invest in their team members.
• Aligning company goals with individual goals creates a more impactful and positive work environment.
• Taking care of oneself is crucial for personal and professional success.
• Forgiveness is necessary for personal growth and overcoming negative experiences.

QUOTES

• "Selling from the heart is about investing in yourself and giving back to others." - Hugh Hornsby
• "If you're not taking care of yourself, you can't take care of other people." - Hugh Hornsby
• "Time and training are the two things that can take businesses down." - Hugh Hornsby
• "Don't operate from the negative; operate from the positive." - Hugh Hornsby

Learn more about Hugh Hornsby: 
LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

ABOUT THE GUEST

Casey 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 SUMMARY

In this episode of Selling From The Heart, Casey Cavell emphasizes the importance of focusing on quality over quantity in sales. He advises salespeople to do less but do it better, rather than trying to do as much as possible. He suggests identifying the ideal prospects and following a targeted process to achieve better results. Casey also highlights the value of having a peer group or coach to challenge and inspire sales professionals. He encourages salespeople to love what they sell and understand why they sell it.

KEY TAKEAWAYS

• Focus on quality over quantity in sales.
• Identify your ideal prospects and follow a targeted process.
• Surround yourself with a peer group or coach for support and accountability.
• Love what you sell and understand why you sell it.

QUOTES

• "Do less better."
• "Don't make a hundred calls, but make 20 calls and make sure they are quality calls."
• "Figure out what sets you apart and have a strong selling proposition."
• "Build trust with prospects before asking for the sale."
• "Have a written plan and review it regularly."

Learn more about Casey Cavell: 
LinkedIn: https://www.linkedin.com/in/caseycavell/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 SUMMARY

In this episode of Selling From The Heart, Joey Coleman joins Larry Levine and Darrell Amy on the Selling From the Heart podcast to discuss the importance of building strong relationships with both customers and employees. He emphasizes the need to move from transactional to transformational relationships and shares insights from his research on the first 100 days of a customer's experience. Joey also highlights the connection between employee experience and customer experience, and offers practical strategies for improving both.

KEY TAKEAWAYS

• Building personal and emotional connections with customers is essential for transforming transactional relationships into transformational ones.
• The first 100 days of a customer's experience are crucial for establishing a strong foundation and reducing fear, doubt, and uncertainty.
• Handoffs between salespeople and account managers can be improved by ensuring clear communication and maintaining emotional connection.
• Employee experience is just as important as customer experience, and everyone in the organization plays a role in creating a positive work environment.
• Salespeople have the opportunity to improve employee experience by elevating the status of their colleagues and recognizing their contributions.

QUOTES

• "Selling from the heart is all about looking for the opportunities to not only identify, but develop and reinforce personal and emotional connection with the people we interact with." - Joey Coleman
• "When a human makes a purchase, their brain floods with dopamine. But almost as quickly as that dopamine floods their brain, it starts to recede, replaced by feelings of fear and doubt and uncertainty." - Joey Coleman
• "If the customer feels that the salesperson is still emotionally connected, is still involved, this can be something as simple as one of my favorite tools for handling this." - Joey Coleman
• "Happier employees equals happier customers. If your customers hate interacting with you, chances are your employees are going to hate coming to work." - Joey Coleman
• "We all play a role in employee experience. What's interesting is most of us have never thought about that." - Joey Coleman

Learn more about Joey Coleman:
LinkedIn: https://www.linkedin.com/in/joeycoleman1/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

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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 develop and practice these essential habits.

SHOW SUMMARY

In this episode of Selling From The Heart, Andrew Sykes discusses the importance of trust in sales and how to build trust in the first few minutes of a conversation. He shares his insights from years of research on trust and offers practical advice for sales professionals. Andrew emphasizes the need for salespeople to be committed to helping others make progress in their lives and to understand and meet their customers' expectations. He also challenges the common belief that trust takes time to build and explains how trust can be established in a matter of minutes. Andrew provides a framework for creating a strong first impression and highlights the power of genuine smiles and eye contact. He also discusses the role of apologies in trust-building and the importance of self-trust.

KEY TAKEAWAYS

• Trust is something we give to others by vulnerably exposing ourselves to their potential deception or incompetence.
• Trustworthiness is assessed by others based on their experience of people like us in the past.
• The first few minutes of a conversation are crucial for building trust, and salespeople should focus on creating a strong first impression.
• Salespeople should introduce themselves by sharing one thing about their credible past and one thing that led them to choose their current profession.
• Apologies often break trust instead of restoring it, and salespeople should focus on acknowledging the impact of their actions and fixing it.
• People often lack self-trust and easily break promises to themselves, which can hinder their personal and professional growth.

QUOTES

• "For me, selling from the heart means being committed to helping another human being make progress in their life."
• "Trust is something we give to other people. It's choosing to vulnerably expose ourselves to someone else's deception, incompetence, or lack of a track record."
• "Being trustworthy as assessed by someone else couldn't be more different because we assess trust based on false signals."
• "Trust is a generous thing to give, but being worthy of trust is assessed by someone else based on their experience of people like you in the past."
• "The feeling most people have when we're approaching them as salespeople is not unlike that feeling when you see three young adults with clipboards on the street."
• "Rather than saying, 'My name is Andrew, I'm the head of sales,' I encourage people to say one thing about their credible past and one thing that led them to choose their current profession."
• "Apologies usually break trust, not restore it. It's important to acknowledge the impact of your actions and focus on fixing it."
• "People often lack self-trust and easily sell themselves down the river, quitting on their dreams or promises to themselves."
• "The only way to unlock the greatness in us that hides behind our blind spots is to have generous people point to things in our potential that we don't see in ourselves."

Learn more about Andrew Sykes: 
LinkedIn: https://www.linkedin.com/in/andrewsykes1/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

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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 SUMMARY

In 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 industry. She encourages sales professionals to find their unique selling points and focus on their very best prospects. Kay also offers a free ebook with actionable sales steps.

KEY TAKEAWAYS

• Sales success comes from being good at selling yourself and building trust with customers.
• Find your unique selling points and focus on your very best prospects.
• Provide value and help customers improve their lives or businesses.
• Be willing to do things that no one else is doing to stand out in the market.

QUOTES

• "Sales success is not the result of being good at selling a product or service, but from being good at selling yourself."
• "You are the secret sauce of what you sell because you really aren't selling a product or a service, you're selling an outcome and a transformation."

Learn more about Kay Miller: 
LinkedIn: https://www.linkedin.com/in/millerkay/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 GUEST

Radhika 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 business in the US Enterprise Commercial East Region. Her leadership ethos can be succinctly summarized as "Inspire, Empower, Appreciate," reflecting her commitment to leading with empathy and care. Remarkably, she holds 15 Cloud and Industry tech certifications, including Microsoft Cloud and Industry 4.0, and is recognized as a Google Cloud Digital Leader, further underscoring her dedication to staying at the forefront of industry advancements.

KEY TAKEAWAYS

• Serving passionately means understanding the customer's needs and tailoring solutions to meet those needs.
• Authenticity is crucial in building trust with customers. Being transparent and open, even in difficult conversations, builds credibility.
• Thriving collectively involves cross-functional collaboration and presenting a united front to customers. It is important to remove barriers and support team members' success.
• Networking is a powerful tool in sales. Setting clear objectives, choosing targeted events, and being genuine and authentic can lead to valuable connections.
• Building an influential inner circle through networking can accelerate success in sales.

QUOTES

• "Passionate service starts with truly understanding what the customer needs, not with what we have to sell to meet our quotas." - Radhika Shukla
• "Authentic connections are built on trust, transparency, and genuine relationships." - Radhika Shukla
• "Your network is your true net worth." - Radhika Shukla
• "Quality is more important than quantity when it comes to networking." - Radhika Shukla
• "Relationships have to be maintained. You have to nurture them." - Radhika Shukla

Learn more about Radhika: 

LinkedIn: https://www.linkedin.com/in/radhikashukla/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 GUEST

Stan Phelps is a Forbes Contributor, TEDx Speaker, IBM Futurist, Certified Speaking Professional, and best-selling author of the Goldfish Series. He is also an Instructor for the ANA School of Marketing and Rutgers Business School.

A show-and-tell speaker, Stan empowers audiences to take action that delivers bottom-line impact. He strives to change the paradigm of marketing by encouraging audiences to focus on experiences as the ultimate competitive differentiator. He believes purposeful DX wins the hearts of employees and customers, and differentiation ultimately boosts loyalty, retention, referrals, and results.

A masterful storyteller who quickly connects with audiences, Stan has delivered keynotes and workshops for Fortune 100 brands including IBM, Target, and more. He works directly with you to customize content that matches your audience and your goals to create a memorable and meaningful experience every time. Count on Stan to show up early, arrive prepared, and disrupt the all-work-and-no-play methodology with his sharp wit and trademark showmanship. He makes it his mission to exceed expectations and inspire audiences in ways they just can’t help but talk about — and won’t soon forget.

KEY TAKEAWAYS

Compassion in Sales: Selling from the heart means conducting business with compassion, going beyond empathy to truly caring about the customer's needs and well-being.

Importance of Warmth: Warmth and sincerity are valued more than competence in building trust and relationships with customers.

Differentiated Experience: Differentiating yourself in sales is not just about what you do, but why you do it, how you do it, and the experience you provide.

Five Factors of Growth: Just like goldfish, businesses have five factors that influence their growth: market size, competition, external environment, early performance, and differentiation.

Controllable Factors: Of the five growth factors, you have control over differentiation—how you stand out, why you do what you do, and how you build relationships.

Word of Mouth: Word of mouth and referrals are crucial for business growth, and they are earned by providing exceptional experiences and going above and beyond for customers.

Lagniappe: The concept of "lagniappe" or "land yap" from New Orleans emphasizes the importance of doing a little extra to honor the customer relationship and create memorable experiences.

Diamond Rule: The Diamond Rule combines elements of the Golden Rule (treat others as you want to be treated) and the Platinum Rule (treat others as they want to be treated) by first managing yourself under pressure and then understanding and reducing pressure for your clients.

Understanding Behavioral Styles: Recognizing that people have different behavioral styles helps you adapt your approach to meet their specific needs and preferences.

Continuous Learning: To succeed in sales, it's essential to continuously learn and improve your people skills, communication, and ability to build relationships.

QUOTES

"Selling from the heart is simply doing business with compassion." - Stan Phelps

"Compassion is about truly caring about [your clients] and understanding that their shoes might be... three sizes too small." - Stan Phelps

"Differentiation isn't just about what you say; it's about what you do and how you do it." - Stan Phelps

"It's less about the transaction and more about the relationship." - Stan Phelps

"We gather every Friday for the Selling from the Heart Insiders group, and if you'd like to learn more about that, we sure would love for you to join us." - Darrell Amy

"The biggest myth in business is this idea of meeting expectations." - Stan Phelps

"The Diamond Rule takes the best elements of the Golden Rule and the Platinum Rule." - Stan Phelps

Learn more about Stan: 
LinkedIn: https://www.linkedin.com/in/stanphelps/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Josh Perry is a performance coach, speaker, and former professional BMX athlete and X-Games competitor. His extraordinary journey includes defying the odds by overcoming multiple brain tumors while competing at the highest levels of his sport.

This battle gave him a profound, lived understanding of resilience, human potential, and personal transformation. Now, Josh empowers individuals and teams to transcend their challenges, optimize performance, and turn adversity into their greatest advantage by harnessing the power of: Mindset and Adaptability and Emotional Regulation

SHOW SUMMARY

In this inspiring Selling from the Heart Podcast episode, Larry Levine and Darrell Amy are joined by performance coach and former BMX athlete Josh Perry for a compelling conversation on authentic leadership and overcoming life-altering adversity.

Josh shares his powerful story of surviving multiple brain tumors and how these experiences fundamentally shaped his views on resilience, mindset, and human capacity. This discussion delivers high-value lessons for sales professionals, emphasizing:

• The profound power of choice in the face of setbacks.
• The revolutionary concept of "dissolving" instead of "solving" problems.
• The crucial role of inner narratives and energy in successful sales interactions.

KEY TAKEAWAYS

• The Power of Choice: Adversity is an inevitable part of life and sales, but your response and perception of it is always a choice.
• Define Your Setbacks: The meaning you assign to any failure or setback fundamentally shapes your experience, growth, and future actions.
• Inner Work Drives Success: Authentic sales success requires a commitment to self-awareness and the inner work of reflecting on your thoughts, feelings, and motivations.
• Dissolve the Illusion: Begin dissolving problems by questioning the deep-seated stories and limiting beliefs you hold about the situation.
• Energy and Intent: The energy, focus, and intention behind your sales actions matter as much as the actions themselves.

HIGHLIGHT QUOTES

We have choice in thought, we have choice in perception, we have choice in perspective.

Can you choose to be defined by your vision rather than your circumstances, despite the pain?

The meaning we apply to things can last a lifetime if we're not aware of it.

Dissolving problems is really the illusion that something shouldn't be the way it is.

📌 FOLLOW THE CONVERSATION

Connect with Josh Perry:

➡️Josh's LinkedIn: https://www.linkedin.com/in/joshperrybmx/
 

Learn more about Darrell and Larry:  

➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

➡️Website: https://www.sellingfromtheheart.net
 

ADDITIONAL 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!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

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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 GUEST

Weldon 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-grade dropout and 3-time convicted felon, he found himself broke and unemployable. 

In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest growing privately held companies in America.

Weldon has since trained thousands of sales reps, and generated over $40 million across his 6 companies and over $480 million for his clients including Fortune 500 companies like FedEx,  Home Depot, Wells Fargo, and Farmers Insurance.

He’s also a NY Times bestselling author of The Power of Consistency, Consistency Selling, and Upside of Fear.

Today, Weldon is one of the nation’s most sought-after  sales experts.

KEY TAKEAWAYS

Successful sales require extending oneself emotionally and professionally to prospects, regardless of the outcome.

Consistency in executing small actions consistently is more important than the scope of what we do.

Expectations and imagination set the limit on our achievements.

The reticular activating system filters our focus and determines what we notice and ignore.

Cognitive dissonance drives behavior and can be used to align actions with goals.

A morning routine and a prosperity plan help condition the subconscious mind for success.

QUOTES

"Successful sales is about extending ourselves emotionally and professionally to our prospects, whether or not we get the business."

"Sales performance doesn't tell me a man's character or a woman's character. Did they extend themselves emotionally and professionally?"

"Success in life is about doing ordinary things extraordinarily well."

"Expectations are the ceiling on what you do, but your imagination sets the ceiling on expectations."

"Your self-consciousness has not been working on ways to make half a million. It's been working on ways to make a hundred thousand."

"Your life has to be outlined in a simple format that you can review on a daily basis to condition the subconscious to go out and find those things."

"The ultimate accountability is not about your family, it's about what you've decided you want and what you need to do every single day."

"The power of consistency is executing on the small things on a consistent basis."

"The subconscious mind is 10,000 times more powerful than the conscious brain."

"Mindset and skillset together create incredible results."

Learn more about Weldon Long: 

LinkedIn: https://www.linkedin.com/in/weldonlong/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 culture and innovation

KEY TAKEAWAYS

Trust is the most important quality for salespeople, with 77.4% of people considering it the most important.

Trustworthiness can increase the price a salesperson can charge by 29.6% compared to an untrustworthy salesperson.

Building trust requires competence, personality compatibility, symmetry, positivity, time, and intimacy.

Salespeople should be confident, genuine, empathetic, and avoid BS to build trust with clients.

HIGHLIGHT QUOTES

"Sell with trust, not price." - Dr. Yoram Solomon

"The customer is not always right. This is about your success, not about pleasing you." - Dr. Yoram Solomon

Learn more about Yoram Solomon:

LinkedIn: https://www.linkedin.com/in/yoramsolomon/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 TAKEAWAYS

Building trust with customers requires genuine curiosity and a commitment to understanding their needs.

Success is not a one-time event but a continuous journey of progress and improvement.

Celebrating failures as learning experiences can lead to growth and innovation.

Preparation is key to handling success and maintaining high-quality service.

Continuous improvement and a mindset of gratitude are essential for long-term success in sales.

HIGHLIGHT QUOTES

"The ability to earn trust and keep it is by learning their world, getting in their shoes, and genuinely caring about them." - John Hanson

"Success is not a one-time event. It's a continuous journey of progress and improvement." - John Hanson

"The opposite of winning in life is not failure. It's giving up, not trying at all." - John Hanson

"Celebrate progress and failures as learning opportunities to fuel growth and innovation." - John Hanson

"Preparation is the biggest part of winning. How are you preparing for the success that's ahead?" - John Hanson

Learn more about John Hanson:

LinkedIn: https://www.linkedin.com/in/john-d-hanson-heroic-success/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 healthcare industry, a role in which she faced immense pressure and witnessed her colleagues suffering the effect of burnout en masse. She became determined to make a change that would impact not only her own path in life but also the paths of the many inspiring professionals she knew and worked with.  

Hannah founded SheShatters in 2021 with the goal of helping employees and managers find a balance between their personal and professional lives, and on a macro level, leading a movement away from corporate hustle culture.

KEY TAKEAWAYS

Burnout can be caused by untapped talent or creativity.

Recognize the signs of burnout, such as cynicism, checking out, anger, and fatigue.

Journaling and self-reflection can help identify energy levels and areas of fulfillment.

Connect your head and heart by engaging in activities that bring you joy and fuel your creativity.

Share your experiences and seek support from others to overcome burnout.

HIGHLIGHT QUOTES

"You are not alone. Reach out to those people and share with people what you're going through." - Hannah Austin

"Be who you are at work and at home, be that same person and connect your head and your heart." - Hannah Austin

Learn more about Hannah Austin:  

LinkedIn: https://www.linkedin.com/in/hannah-austin-sheshatters/

Hello, Head, Meet Heart Book: https://sheshatters.com/book/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 TAKEAWAYS

Selling from the heart means genuinely caring about solving a problem for the prospect and being invested in the outcome after the sale.

Money is just a way to keep score; the real motivation comes from setting goals that are emotionally invested.

To shift from a transactional mindset to a meaningful goal-setting mindset, start by identifying the worst-case scenario if you fail and realize that it's not as bad as it seems.

Anticipate adversity and plan for it in your goal-setting process.

Create smarter goals that are emotionally invested and have a reward attached to them.

HIGHLIGHT QUOTES

"Selling from the heart is truly believing that the product or service I'm selling can solve a problem that I completely understand." - Anthony Garcia

"Money is just a way to keep the score at the end of the game. But the goal is what drives me." - Anthony Garcia

"If you hit your other goal, that opportunity will present itself." - Anthony Garcia

"What if you failed? What's the worst-case scenario? Usually, it's such a minute instance in your life." - Anthony Garcia

"Plan for adversity on a daily basis. It doesn't have to be catastrophic; it could be as simple as a product going on backorder." - Anthony Garcia

Learn more about Anthony Garcia: 

LinkedIn: https://www.linkedin.com/in/anthonygarciainc/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 TAKEAWAYS

Lazy selling can be done without much practice, but high-quality selling requires intense skill development through deliberate practice.

Deliberate practice involves setting clear targets, receiving feedback during practice, and implementing that feedback immediately.

Sales leaders should prioritize deliberate practice to see actual behavior change and improve sales team performance.

HIGHLIGHT QUOTES

"Repetition alone doesn't grow skill. Deliberate practice is the fastest way to grow skill and change behavior." - Jonathan Mahan

"Practice takes knowledge and brings it into a part of the brain that's accessible under pressure during a performance." - Jonathan Mahan"
 

Learn more about Jonathan Mahan:  
LinkedIn: https://www.linkedin.com/in/jtmahan/

Learn more about Darrell and Larry:  
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
 

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 TAKEAWAYS

Authenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.

Traditional sales training often focuses too much on product knowledge and can lead to inauthentic and pushy sales tactics.

Building relationships and trust with customers should be a priority, and salespeople should focus on understanding the customer's needs and providing value.

Sales leaders should create a coaching culture and provide ongoing development for their sales teams to improve skills and behaviors.

Effective sales coaching involves ongoing support, reinforcement, and accountability to ensure that new skills are implemented and behaviors are changed.

HIGHLIGHT QUOTES

"The line between a sales professional and a capable con artist is character." - Kelly Riggs

"Sales training, as it is currently practiced, simply doesn't produce the results we're looking for." - Kelly Riggs

"We turn salespeople into product pushers, and it's why customers don't like salespeople." - Kelly Riggs

"You don't build relationships in business the way you do in the real world." - Kelly Riggs

"Closing is overrated. It's about building trust and relationships." - Kelly Riggs

Learn more about Kelly: 

LinkedIn: https://www.linkedin.com/in/kriggs/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 experiences.

HIGHLIGHT QUOTES

"You have to be intentional about inspiration." - DB Bedford

"I don't have to offer. People want more. They want to know more because they want to stay connected. And I want to stay connected to them. And that's genuine. So I also don't go places where I don't want to be inspired. You know what I mean? So I choose where I go and where I show up. If I decide that I'm part of the conversation, I'm bringing all the light, I'm bringing all the energy." - DB Bedford

Learn more about DB Bedford: 

LinkedIn: https://www.linkedin.com/in/db-bedford-324bba4b/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 the right thing because it's the right thing to do."

"The most successful people are the ones who help others."

"You can't rely on someone else to turn your kayak over. You have to write your own kayak."

"Presentation is everything in sales. It's about people buying you and making an emotional connection."

"The way you present your product or service can make a difference in how people feel about it and add value."

Connect with Tim Rohrer at the link below

LinkedIn: https://www.linkedin.com/in/timjmrohrer/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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' needs before our own." - Ryan Hartley

"The way you start your day is the way you'll finish your day." - Larry Levine

Connect with Ryan Hartley in the link below

LinkedIn: https://www.linkedin.com/in/ryanhartleyabty/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Joyce Marter is an internationally recognized psychotherapist, speaker, and author who helps individuals and organizations elevate mental health, leadership, and financial well-being. With over 25 years of experience, she has partnered with Fortune 500 companies, universities, and global associations. Joyce is the author of The Financial Mindset Fix: A Mental Fitness Program for an Abundant Life and a trusted expert featured in Forbes, Psychology Today, and numerous media outlets. Known as America’s Workplace Therapist, Joyce empowers professionals to strengthen emotional resilience, improve financial mindset, and thrive with balance and authenticity.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Joyce Marter—psychotherapist, speaker, and bestselling author. Joyce shares powerful insights on the essential connection between mental health and sales performance. She explains how mindfulness, emotional awareness, resilience, and detachment from outcomes can help sales professionals reduce stress and prevent burnout. Joyce also highlights the importance of self-worth, compassion, and developing a healthy financial mindset. This heart-centered conversation offers practical tools for personal well-being, leadership effectiveness, and long-term sales success.

KEY TAKEAWAYS

• Mindset is Sales Health: Your mental health is directly linked to your sales performance—prioritizing your mind is prioritizing your results.
• Cultivate Resilience: Implement mindfulness practices (e.g., meditation, journaling, intentional routines) to systematically build emotional resilience and reduce stress.
• Practice Detachment: Learn to detach from specific outcomes and financial stress to maintain self-worth and emotional stability, especially during tough cycles.
• Strength in Seeking Help: Seeking therapy or counseling is a proactive sign of strength, demonstrating a commitment to personal and professional growth.
• Empathy-Driven Leadership: Sales leaders must prioritize their own self-care and support their teams with empathy, compassion, and a growth mindset.

HIGHLIGHT QUOTES

Selling from the heart is when we align our unique gifts and talents with a need in the world to the greatest extent possible.

If we don't know ourselves, we need to have some of those mindfulness practices to search within.

Detachment is a mindfulness practice that allows us to surf the waves of change without gripping. We are observing, not absorbing.

It's okay to talk to somebody. This isn't a sign of weakness. It's actually the opposite.

📌 FOLLOW THE CONVERSATION

Connect with Joyce Mater:

➡️Joyces LinkedIn: https://www.linkedin.com/in/joycemarter/
 

Learn more about Darrell and Larry:  

➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

➡️Website: https://www.sellingfromtheheart.net
 

ADDITIONAL 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!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

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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 QUOTES

Marc'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 one of the mistakes that a lot of sales managers make is they do really great cadence calls. They know how to inspect, well, who's the buyer? What's the budget? When's it going to close? Who's your competition? What's their thing look like? And as sales reps feel beat up quite often, they get into the end of the month, the end of the quarter, the end of the year, and they're trying to deliver their sales plan.”

Connect with Marc Clausen in the link below:

LinkedIn: https://www.linkedin.com/in/marcclausen/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Stacey Hanke, the author of two books, "Influence Redefined" and "Yes You Can! Everything You Need to Know from A to Z to Influence Others to Take Action." She is an expert in communication and influence, helping individuals enhance their influence and build trust through clear messaging and body language.

Stacey emphasizes the importance of going back to the basics in sales and communication. In a world filled with noise and distractions, it is crucial to focus on warmth, sincerity, and authenticity. Influence is about consistent body language and messaging, as well as the ability to move people to take action long after the interaction has occurred. Hanke encourages sales professionals to seek feedback and record themselves to increase self-awareness and improve their influence. By paying attention to how they show up and being consistent in their personal brand, sales professionals can stand out and build trust with their clients.

HIGHLIGHT QUOTES

What does Selling from the Heart mean? - Stacey: “Selling from the heart is thinking like an athlete, that no matter how great you are, you know, there is always this journey of constant development.”

Discussion on the meaning of influence in sales - Stacey: “When I work with sales professionals, I keep telling them, you can't turn this on and turn it off. Right. It's the consistency of that. Body language and messaging, whether you're on the screen, whether you're in person or social media. That's one side of it, Darrell. The other side is that you have this ability to move people to take action long after the interaction has occurred. I think there's one thing that the three of us have in common, and we have common with your followers, is influence doesn't necessarily happen in the first interaction, but it's a series of how people experience you that are consistent every time. That consistency, to me, is key, especially now more than ever, because I see my clients show up a certain way on Zoom, and then I'll meet them in person, and I'm thinking, okay, that's not the same. That's different.”

Connect with Stacey and check her work in the links below:

LinkedIn: https://www.linkedin.com/in/staceyhanke/

Website: https://staceyhankeinc.com/

Learn more about Darrell and Larry: 

Darrell | Larry | Website

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

Please visit WHYINSTITUTE.COM

Please go to WORKBETTERNOW.COM

Click for your Daily Dose of Inspiration

Check out the 2023 Authentic Selling Challenge

Get your Insiders Group FREE PASS

 here

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In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Joanne Black, America's leading authority on referral selling and the founder of No More Cold Calling. She helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time.
 

Joanne discusses the importance of referral selling. She shares her insights on how salespeople can build and leverage their referral networks to create a sustainable and successful sales career. She also emphasizes the need for authenticity in sales and the importance of putting the client first.
 

HIGHLIGHT QUOTES
 

The importance of asking for referrals - Joanne: "Because as salespeople we have the relationships and when we've closed a deal, we've talked to more than one person. Typically, yes, right. And we know when we've clicked with people, it's not everybody, but I imagine there must be three or four people that we've connected with during the buying process. All those people we can ask and they're glad to help, they just don't know what to do."

Connect with Joanne and check her work in the links below:

LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/

No More Cold Calling: https://www.nomorecoldcalling.com/

Learn more about Darrell and Larry: 

Darrell | Larry | Website

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

Please visit WHYINSTITUTE.COM

Please go to WORKBETTERNOW.COM

Click for your Daily Dose of Inspiration

Check out the 2023 Authentic Selling Challenge

Get your Insiders Group FREE PASS here

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.