Selling From the Heart Podcast – Details, episodes & analysis

Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.

SHOW SUMMARY

In this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany’s actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.

KEY TAKEAWAYS

• Authenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.
• Creating Demand: Go beyond rapport-building by identifying and amplifying your customer’s pain points, creating a compelling need for your solution.
• Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.
• Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.
• Overcoming Hesitancy: Don’t shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.

QUOTES TO REMEMBER

• "When you shine the light on others, watch how fast they start to open up."
• "Being yourself is not enough. It's important, but it's more than being yourself."
• "The sales process makes us think about what it is to be the customer and not to take things personally."
• "Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."

FOLLOW THE CONVERSATION

Bethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/

Learn more about Darrell and Larry:

Darrell's LinkedIn: Darrell Amy

Larry's LinkedIn: Larry Levine

Website: Selling from the Heart

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'

Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble

SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel

Click for your Daily Dose of Inspiration: Daily Inspiration

Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern California’s Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.

SHOW SUMMARY

In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.

KEY TAKEAWAYS

• Authenticity in Sales: Authenticity isn’t just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.
• Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.
• Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.
• The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.
• Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.

QUOTES

• "The best sellers on the planet just care differently than everybody else."
• "You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible."
• "If we're in the people business, then you have to give a rip about people in many different ways."
• "The greatest salespeople are great because of what they’re thinking, not just what they’re doing."

FOLLOW THE CONVERSATION

Garrett Brown’s LinkedIn: https://www.linkedin.com/in/garrettjbrown/

Colin Coggins’s LinkedIn: https://www.linkedin.com/in/colincoggins/

Learn more about Darrell and Larry:

Darrell's LinkedIn: Darrell Amy

Larry's LinkedIn: Larry Levine

Website: Selling from the Heart

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'

Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble

SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel

Click for your Daily Dose of Inspiration: Daily Inspiration

Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.

KEY TAKEAWAYS

• AI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.
• Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.
• Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.
• Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.
• Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.

QUOTES

• "You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it."
• "Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes."
• "AI should understand your voice and point of view. It should enhance your communication, not replace it."
• "Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful."
• "We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."

Learn more about Adrian Chenault: 

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

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/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

What does it take to get into the top 1% in sales? Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals, believes that the key is our mindset. In this episode you will discover the key aspects of the top 1% mindset. You'll also learn why you need to raise your goals. Get ready to be inspired!

Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson and Special Guest: Holly Dowling to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com/.

Whether you are a sales leader or a sales professional, you are going to be inspired by this conversation with our friend, Holly Dowling. You will discover how compassion leads to a deeper connection, stronger performance, and higher loyalty. It's hard to sum up this conversation in a short description. Dive into this episode and you'll appreciate both the powerful concepts and the heart behind them.

Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.

As sales professionals and leaders we need grit to keep persevering. Laurie Sudbrink, author of Leading With GRIT, joins us to give an authentic perspective on what it takes to build and sustain GRIT: Generosity, Respect, Integrity, and Truth. Get ready to take some notes and do some honest self-reflection as you get coached by one of the masters! You can take her GRIT self-assessment online by clicking here.

Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.

Without trust, it becomes nearly impossible to succeed in sales. Today you are going to get a fresh take on trust from our friend, Simon Hares. From his popular 2022 Trust Building Challenge session, Simon shares what trust means to him. You'll discover powerful ways to build trust. Make sure to see the grand finale with the index cards at the end. (You might want to watch this segment on YouTube!)

Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson and our special guest: Holly Dowling! This will be a powerful event. Learn more and register at www.breakthroughsalesretreat.com.

Roderick Jefferson, believes that success and fulfillment in sales happens when we show up as real people with our authentic self. Just wait until you hear Roderick's story of what's happened since he was last on the podcast. You'll discover what he has learned and leave with practical action items that will inspire and motivate you to do some powerful deep work.

Sales Leaders: Breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. Larry and Darrell will be joined by Dave Sanderson and Special Guest: Holly Dowling to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.

Every top-performing professional in the sports world has a coach. Our head coach, Jackie Joy, joins us in the studio to explore why sales professionals and sales leaders should consider getting a coach to improve results and fulfillment. You’ll discover the power of coaching. Sales leaders will also discover ideas on how they can create a coaching culture in their teams.

Want to discover new ways to build trust with prospects and clients? Join us next week for the 2022 Trust Building Challenge, September 12-16 at 12pm Eastern each day. You’ll be coached by a powerful team of thought leaders. Learn more and register at www.trustbuildingchallenge.com.

Hiring salespeople is the hardest hiring task for many companies. Sales leadership expert, Nigel Green, shares three reasons companies make poor hiring decisions. Nigel also shares strategies to ensure you build a solid sales team. You’ll also learn about a powerful new resource, Hiring Salespeople which you can access by clicking here.

Want to discover new ways to build trust with prospects and clients? Join us for the 2022 Trust Building Challenge, September 12-16 at 12 pm Eastern each day. You’ll be coached by a powerful team of thought leaders. Learn more and register at www.trustbuildingchallenge.com.