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

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

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

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

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

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

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/.

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

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.

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

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.

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

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.

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

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.

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

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.

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

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.

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

If you like Selling From the Heart you're going to enjoy this conversation with Jason Marc Campbell, author of Selling With Love. The opposite of love is fear. In this conversation, you'll discover the three types of fear that happen throughout a sales career. You'll learn how to overcome these fears as you meet Jason, a true kindred spirit.

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

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

How do you create value as a sales professional? Our friend, Anthony Iannarino believes that sales conversation is the only vehicle you have for value creation. In this episode, you'll discover the type of conversation that adds value. You will discover the power of being one-up as you deeply care about your prospects and the results they achieve.

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.

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

If we are honest with ourselves, most of us have some level of sales avoidance that holds us back. Today Annie P. Ruggles coaches us on how to identify the negative sales stories that plague us. You’ll learn how to identify these stories and replace them with positive stories. The practical ideas in this episode will help you sell from the heart!

Sales leaders, don’t miss out on the Breakthrough Sales Leaders Retreat coming October 20. Larry and Darrell will be joined by Dave Sanderson to bring you the mindset, skillset, and toolset to breakthrough to the next level of sales results. Learn more at www.breakthroughsalesretreat.com

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

Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.

KEY TAKEAWAYS

• Personalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.
• Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.
• Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.
• Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.
• Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.

QUOTES

• "When you shine the light on the person or the people sitting in front of you, they'll shine the light right back."
• "People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship."
• "As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."

Learn more about Richard Weylman: 
LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/

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

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

Imposter syndrome runs rampant through sales teams. When you hear this conversation with our friend, Alli Rizacos you are going to be challenged to your core.
As we spoke about imposter syndrome it became evident that virtually all sales professionals feel this at some point in their careers. In this conversation, you'll learn what imposter syndrome is, how it shows up in sales, and what you can do about it.

Sales Leaders: We're excited to announce the Breakthrough Sales Leaders Retreat! We'll be joining our good friend, Dave Sanderson, to bring a power-packed event that helps you build a plan to breakthrough to the next level of authentic success. Learn more and get tickets at www.breakthroughsalesretreat.com.

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

In the rapidly emerging world of automation and artificial intelligence, sometimes it can feel like relationships are quickly becoming a thing of the past. Sales automation expert, Shawn Peterson, believes the opposite is true. In this conversation, you’ll discover how automation and AI actually empower relationships. You’ll learn why developing authentic relationships and bringing meaningful value are critical. You’ll also find new ideas to leverage technology to develop inspirational experiences.

Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

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

If you want to drive sales results don't neglect culture. Tony Cross, CEO of Growth Matters International, believes that the culture of a sales team can either be an anchor or an accelerator. In this conversation, you'll learn how sales team performance can be enhanced by developing a culture of accountability and authenticity. Tony shares the key ingredients of a great sales culture and gives us some practical action items.

Need inspiration this summer? Test drive the Selling From the Heart INSIDERS Group free for 30 days at: www.sellingfromtheheart.net/insiders.

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

How do you handle the rejection, negativity, and trauma that can be associated with your sales career? Jeff Johnston shares his powerful story that led him to the place where he faced two roads. One was to be bitter, the other to become better. Jeff coaches us on how we can choose the better road and take practical action to live undeterred.

Need inspiration this summer? Test drive the Selling From the Heart INSIDERS Group free for 30 days at: www.sellingfromtheheart.net/insiders.

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

We've said many times on the podcast that "soft skills yield hard dollars." Colleen Stanley not only shows us how true this statement is, but she also explains why the skills of emotional intelligence are critical for success in today's environment. Based on her books, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership, you will get practical coaching on how you can raise your emotional intelligence game and enjoy more success!

Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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.

Get ready to be coached by Robin Treasure, author of Heart-Powered Sales. She'll show you how to show up and be present with your clients and prospects. Integrating her deep sales experience with the science of emotional intelligence, Robin brings practical strategies on how to bring your heart to your clients. You're going to love this conversation!

Are you a sales leader? We invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

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

Today's buyers are overwhelmed with an incredible amount of information. Confused, many of them stick with the status quo. Brent Adamson, co-author of The Challenger Sale, believes that a critical role of today's sales professional is sensemaking, helping buyers make sense of information during the buying process. Brent explains how sales professionals can combine logic (value) with emotion (empathy) to help buyers move forward.

Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass

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

Today we are going to learn from one of the masters, Ben Gay III. In addition to being a legend in the sales world, Ben was the last protege of Dr. Napoleon Hill and a colleague of Zig Ziglar. We discuss the power of integrity and the golden rule. Ben shares the three things he learned from Dr. Hill, challenging all of us to take massive action. This conversation is a treasure trove of wisdom and inspiration.

Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass.

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

We are in the middle of the biggest human capital migration in corporate history as people change jobs. This can be a massive opportunity or incredible threat depending on your ability to recognize and react to relational signals. Jamie Shanks, CEO of Sales for Life and Pipeline Signals shares strategies to capitalize on the relationship migration. You're going to learn practical strategies you can put to work right away to leverage your authentic relationships to grow sales!

Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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 the midst of the supply chain crisis with allocations and price increases, sales professionals have a decision to make about how they relate and communicate with their clients. Adam Peek believes empathy has never been more important. Join us to learn how to demonstrate empathy with clients. You're going to leave inspired with ideas that will help you build relational equity that will drive future success.

Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass.

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

Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor’s degree in Kinesiology and a master’s degree in Public Health, specializing in worksite health promotion.

However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.

Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.

KEY TAKEAWAYS

• Authentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.
• Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.
• Pausing is essential; it interrupts reactivity and allows for intentional actions.
• Identifying and living by core values helps in making tough decisions and maintaining alignment.
• Grounding oneself in core values enables facing difficult situations with integrity and authenticity.

QUOTES

• "Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting."
• "We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm."
• "We're hardwired to avoid discomfort, but disruption is where we grow and evolve."
• "Our childhood self is running the show, reacting to triggers from past experiences."
• "Once you're grounded in your values, it's easier to face the cringiness of self-exploration."

Learn more about Rosie Ward, Ph.D.: 
LinkedIn: https://www.linkedin.com/in/rward/

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 & Nobles 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

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

Stop being salesy. Instead of selling out, our friend Andy Paul invites us to Sell Without Selling Out. Based on ideas in his amazing new book, Andy shares the four pillars of how to "sell in" instead of selling out. You'll discover how to marry connection and curiosity to not only stand head and shoulders above your competition, but also have fun doing it!

Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass.

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

We all want to be seen as trusted advisors. How do you do this? Sam Richter brings practical ideas. As an expert in business and sales intelligence, Sam knows how to help sales professionals drive conversation around the value that is meaningful to prospects and clients. Grab a pen and a notepad for this episode because you are going to leave with some powerful ideas you can put into action right away!

Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

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

To sell from the heart you need to bring your authentic voice to your clients and prospects. Jennifer Gitomer coaches us on how to activate our authentic voice. She shares how loving ourselves and our product becomes a game-changer. In this conversation, you'll discover new ways to discover your voice and bring authenticity to the forefront in a way that drives success and fulfillment.

Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From the Heart Masterclass. To learn more visit www.sellingfromtheheart.net/masterclass

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Story is the language of the heart. Today we're joined by sales coach and master storyteller, John Livesay. He's the author of several books including The Sale Is In the Tale. Get ready to be coached on the three core stories you need to boost your sales effectiveness. You'll discover how to tell an effective story that resonates. All of this will help you boost your sales while you have more fun!

Sales Professionals: It's time to look in the mirror and think about your sales career. Are you where you want to be in your career? Check out our latest resource, The Selling from the Heart Masterclass. Larry Levine will guide you on a 10-week journey to put Selling From the Heart into action. Learn more at www.sellingfromtheheart.net/masterclass.

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It could be said that sales is the art of initiating and driving conversations. Mary Schmid is here to coach us on how to up our conversational game. She's the author of Make or Break Conversations: How Smart Financial Professionals Land New Clients and Keep Them for Life. She brings her studies of the neuroscience of conversation to very practical tips that will help you quickly build and sustain trust. You're going to love how she coaches us to open new conversations. Grab a pen and a notepad for this episode!

Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.

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For over two years sales professionals have faced video cameras to interact with prospects and clients. Marcus Sheridan, co-author of The Visual Sale, has watched over 1,000 recordings of these sales calls. What he shares with us today may surprise you. In this conversation, you'll discover three things not to do during virtual sales meetings. You'll also leave with practical ideas to use video to build trust and enhance your sales results!

Sales Professionals: It's time to look in the mirror and think about your sales career.
Are you where you want to be in your career? Check out our latest resource, The Selling from the Heart Masterclass. Larry Levine will guide you on a 10-week journey to put Selling From the Heart into action. Learn more at www.sellingfromtheheart.net/masterclass.

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Want to become a better leader? Whether your job title is sales leader or sales professional we are all leaders who model the change we want to see in the world. This conversation with John Spence, a world-renowned leadership coach, distills decades of experience with some of the world's preeminent organizations into practical ways to become leaders that others will want to follow. This conversation is packed with inspirational and actionable ideas. You're going to want to grab a notepad and put these ideas into action to enhance your life.

Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

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Whether you are new to the sales profession or a seasoned veteran of sales you're going to appreciate the perspective and stories of today's guest. Zach Mathews is the author of Climbing Your Self-Discipline Tree: The Three Stages Essential for Accomplishing Any Goal. Having just turned 30, Zach reflects back on what he learned over the past decade. You'll discover strategies for self-discipline that will help you no matter where you are on your sales journey.

Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/communities.

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There is a common misconception that being good at sales necessitates aggressive closing or finding ways to effectively bring in clients. Think again! Our guest, Jim Doyle is the author of Selling with a Servant Heart: Ten Lessons on the Path to Joy and Increased Income. He explains how the best sellers have a commitment to their customers that goes way beyond being customer-focused. Servant Heart Sellers are obsessed with making sure the products they sell make a difference for their customers, not just closing the deal. Servant Heart Leaders are obsessed with their teams. You are going to love this conversation.

Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/communities.

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Need to build trust, establish relationships, and communicate value? Today's guest, Collin Mitchell, believes that sales professionals should consider podcasting as a way to accomplish these three objectives and more. In this interesting conversation with Collin, you'll discover how sales professionals can enhance both their personal brand and their network through podcasting. You'll learn about different types of podcasts. We also talk to sales leaders who may be skeptical about this being a good tactic. As you show up with an open mind you'll leave with ideas that could help propel your sales career to the next level.

Learn more about Collin Mitchell and the Salescast community at www.salescast.community.

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.

His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.

In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.

Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.

KEY TAKEAWAYS

• Embracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.
• Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.
• Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.
• Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.
• Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.

QUOTES

• "Selling from the heart means serving more people and helping those who can't necessarily help you."
• "You cannot control the outcomes; you can only control the inputs."
• "The more you learn, the more you earn. Continuous self-improvement is key."
• "Authenticity and sincerity are the foundations of trust in sales."
• "Transform personal challenges into superpowers by changing your mindset."

Learn more about Niraj Kapur: 
LinkedIn: https://www.linkedin.com/in/nkapur/

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 & Nobles 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

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Complacency is the silent killer of sales and sales teams. Today we're joined by Len Herstein, the author of Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success. You'll learn the true definition of complacency--it's not what you think. Len shares the telltale signs of complacency for both sales reps and sales leaders. Then you'll learn how to be vigilant.

Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Visit www.sellingfromtheheart.net/listener to share your input.

Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass

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What do top athletes, astronauts, Nobel-prize winners, and top executives do that allows them to perform at the highest level? Ruth Gotian, author of The Success Factor, wanted to find out. Her journey led her to discover the four attributes that they had in common. You're going to learn about these key characteristics and more in this inspirational conversation.

Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

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In today's world of supply chain issues and price increases, sales professionals can easily find themselves stuck in a cave that paralyzes their success. Today's guest, Val Ries, knows what that's like. As the author of Chief Inspiration Officer: How to Lead the Team Everyone Wants to Be On, she helps sales leaders inspire their teams, getting them out of the CAVE and into the CRAVE. Wonder what that means? Listen to this episode and prepare to be inspired!

Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Visit www.sellingfromtheheart.net/listener to share your input.

Need inspiration? Hang out with a group of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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What does authenticity look like in leadership and sales? Former basketball coach and host of The Athletics of Business Podcast, Ed Molitor joins us today for a deep conversation about authentic leadership. The stories Ed shares will inspire you while challenging you to your core. Get ready to enjoy this conversation!

Check out Ed's book, Growing Through (Not Just Going Through) Crisis. 

Got sales challenges? Mastermind solutions to your problems with a group of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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In a tight job market where sales professionals are hard to find, many companies are realizing that the key to success is to create a healthy sales culture. Our friend, Bill Zipp, author of The Ultimate Sales Manager Playbook, believes that healthy sales cultures should be the top priority of sales leaders. We talk about the problem with continuing to push the "More" button with sales teams. Bill offers a powerful alternative, casting a compelling vision for a healthy culture that coaches sales professionals inside a culture where they want to perform and build a career.

Check out Bill Zipp's new sales leadership videos on YouTube.

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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It's no secret that we are in tough times. Today's guest, Paul Reilly, coaches us through practical skills to develop resilience. He shares powerful ideas from his book, Selling Through Tough Times. You're going to want to take some notes in this session to capture some key ideas that you can put to work right away to build your resilience.

Check out Paul's 30-day Tough Timer Challenge at https://www.toughtimer.com

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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Stress and burnout are real things for high-performance sales professionals. Our guest, Brandon Fluharty knows the effects all too well. As a high-performance sales rep in the seven-figure club, Brandon found himself stressed to the point of landing in the hospital. He learned how to prioritize health over hustle. He shares how he now achieves top results with less stress. Whether you are a sales professional or sales leader, you're going to want to grab a notepad for this conversation. It's packed with practical ideas you can put to work right away.

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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Whether you are a sales leader or a sales professional, you are going to appreciate the leadership, coaching, and personal development ideas we discuss with our friend, Rob Jeppsen. He shares why it's critical to connect before you correct. This applies to sales and leadership. You'll learn about the power of coaching and how you can develop as a leader. Get a pen and a notepad out and get ready to learn!

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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Back by popular demand, Tia Graham, author of Be a Happy Leader, joins us to explain why happiness is a non-negotiable in sales. She shares research that demonstrates that cultivating happiness drives results. And, she also shows how unhappiness crushes sales. As we think about the topic of stress and sales, Tia Gives us practical action items we can use to build in recovery and maximize our happiness. You're going to love this conversation!

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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

Are you stressed out? In this dynamic environment of rapid change, added pressures within the sales world are leading to high levels of stress. Unfortunately, most of the traditional advice around handling stress is not enough for salespeople. While exercise, going for a walk and getting in nature are good ideas, the reality is that it takes more than that for salespeople to alleviate stress. It takes an approach that addresses both the head and the heart.

Today's guest, Tim Ohai, discusses the core issues behind stress. You’ll leave with practical insight on how you can deal with stress in sales.

Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.

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Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.

KEY TAKEAWAYS

• Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.
• Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.
• Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.
• Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.
• Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.

QUOTES

• "Half of your success in sales comes from the work you do when you're not in front of the customer."
• "Invest your sales time where it will get the best return on investment."
• "Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully."
• "In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."

Learn more about David Kahle: 
LinkedIn: https://www.linkedin.com/in/davekahle/

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 & Nobles 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:

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

How can you get Unbusy in your Sales Career? Today's guest, Dr. Garland Vance, author of the book, Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace (which Forbes named as one of the seven books everyone on your team should read) coaches us on how to live a full life with significance and success and not a life overflowing of movement but not progress. Learn the 5 steps on how to become a little (Un)Busy and discover your purpose.

Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.

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Buyers buy because of emotion and rationalize their decision later. Jeffrey Gitomer challenges us to bring emotion into the sales process. He says that the most important thing that we can accomplish is for our prospects and clients to like us. When we get customers, we get a sale. When we build friends we establish a lifetime of success that is both financially rewarding and fulfilling. Jeffrey coaches us on how to bring more emotion to the sales process.

Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.

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

What if setbacks, challenges, and discomfort were the key to developing the mental muscles of courage and belief? Our guest, Mike Pierce, aka. Antarctic Mike, shares what he learned while training for a marathon and an ultra-marathon which he ran in the Antarctic. Mike shares powerful and practical ideas that will have you laughing while challenging you to the core. Prepare to be inspired!

Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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