Dr. Yoram Solomon is a trust and innovation expert, founder of the Trust Habits Institute, and author of 19 books, including The Book of Trust. He holds 22 patents and was a key contributor to Wi-Fi and USB 3.0 technologies at Texas Instruments. With a PhD in Organization and Management, an MBA, and a Law degree, he teaches entrepreneurship and innovation at SMU and has published 400+ articles in outlets like Inc. Magazine. A former Plano ISD Board Trustee and IDF Paratrooper, he is dedicated to helping organizations build trust and drive innovation. SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Dr. Yoram Solomon, founder of the Trust Habits Institute and author of The Book of Trust and The Trust Premium. With decades of experience in innovation and trust research, Dr. Solomon breaks down why trust is not just a soft skill—it’s the most powerful sales differentiator. Backed by research and real data, he explains how customers are willing to pay nearly 30% more when they trust their salesperson. From first impressions to consistent behavior, this conversation is packed with actionable ways to build trust and set yourself apart in a skeptical marketplace.KEY TAKEAWAYSTrust as a Differentiator: Customers are more loyal and willing to pay more to work with trustworthy salespeople.Empathy and Authenticity: Seeing things from your client’s perspective is essential to accelerating trust.First Impressions Matter: What you say and how you act in early interactions can build or erode trust quickly.The Trust Premium: Customers are willing to pay about 29.6% more for services from someone they trust.Industry Impact: Trust has different weight across industries but remains critical everywhere.No Trust Discount: Without trust, companies must offer significant discounts to attract new business.Behavior is Key: Honest pricing, transparent communication, and consistency all build trust.HIGHLIGHT QUOTES💬“The most important quality for you and another person is trustworthiness.”💬“There is a premium for trust—people are willing to pay higher prices for trust.”💬“You’re either building trust by what you say or you’re eroding it.”💬“Empathy comes from the heart. Your ability to see things from their perspective accelerates building trust.”💬“Trust is the only differentiator that you can have.”📌FOLLOW THE CONVERSATIONConnect with Dr. Yoram Solomon➡️Yoram's 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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose 

Erin Hatzikostas is a former corporate CEO turned authenticity advocate, leading a movement to make workplaces more genuine through her company,  b Authentic Inc. As the CEO of a $2 billion healthcare financial institution, she tripled earnings and boosted employee engagement by embracing radical authenticity. Erin is a TEDx speaker, best-selling author of You Do You(ish), and co-host of the b Cause with Erin & Nicole podcast. Her insights have been featured in Business Insider, Fast Company, and Well+Good. With an MBA in Finance and Marketing, Erin blends analytical skills with leadership coaching to help professionals thrive through authenticity.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Erin Hatzikostas for a fun and insightful conversation on authenticity, leadership, and her latest book, The 50% Rule. Erin explains how embracing a mix of the "normal" and the "new" unlocks creative thinking, deeper connection, and greater confidence—especially in high-stakes sales environments. The episode highlights the power of vulnerability, humor, and boldness in driving results and building trust. You’ll walk away with tangible tips to shake off imposter syndrome, break out of your rut, and lead with unapologetic authenticity.KEY TAKEAWAYSAuthenticity Drives Results: Authenticity in leadership and sales builds real trust and drives stronger connections and business outcomes.The 50% Rule: A method to balance foundational principles with new, bold approaches that feel more human and creative.Overcoming High-Stakes Pressure: Even in the toughest moments, being yourself can become your biggest advantage.Confidence Through Creativity: Salespeople gain confidence when they embrace innovation and trust in their authentic selves.A Shortcut to Growth: The 50% Rule helps people break out of limiting beliefs and step into genuine leadership.HIGHLIGHT QUOTES💬 "It's like such a shortcut that as soon as I would say that it would like take her out of her trance and be like, oh yeah, let's do it... half normal, half new." – Erin Hatzikostas💬 "The 50% rule helps you get over your shit, get unstuck, and motivate you... It's a shortcut to leadership and can grow your business." – Erin Hatzikostas💬 "There's a groundedness in the 50% rule... it helps you blend great foundational principles with authenticity, avoiding extremes." – Larry Levine 📌FOLLOW THE CONVERSATIONConnect with Erin Hatzikostas➡️Erin's LinkedIn: https://www.linkedin.com/in/erin-hatzikostas/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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Stephen Oommen is a seasoned executive with over 25 years of experience in entrepreneurship, finance, and technology leadership. He has held key roles at major companies like Microsoft, where he served as Managing Director for Software & Digital Platforms and Enterprise Commercial. Currently, he is the Vice President of Global Strategic & Enterprise at Outreach and the CEO of ExecuComm, where he helps companies boost revenue through effective go-to-market strategies. An award-winning sales leader and keynote speaker, Stephen is known for his customer-first approach and expertise in building strong business networks.​.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Oommen, author of the upcoming book 'The Chameleon Effect.' They explore the significance of authentic relationships, the power of warm referrals, and the importance of showing up genuinely in various professional and personal scenarios. Stephen shares his unique perspective on authenticity and his journey to mastering the skills of networking and relationship-building. The episode provides listeners with insightful strategies to leverage their networks effectively and thrive in today's skeptical sales environment.KEY TAKEAWAYS✅Authentic Relationships: Building genuine connections is crucial for success in sales.​✅The Chameleon Effect: Adapting and thriving in various professional environments is essential.​✅Networking Culture: Developing a network culture can lead to more successful sales through warm referrals.​✅Selective Authenticity: Bringing the right facets of oneself into different situations enhances authenticity.​✅Personal Background: Real-life experiences significantly shape one's ability to connect with others..HIGHLIGHT QUOTES💬"Selling from the heart means you're focused on the heart of your buyer, the other person, the circumstance."​💬"Different circumstances require different facets of who we are."​💬"The situation dictates how we should show up."​💬"It's so much easier to pick up the phone and call someone you know instead of someone you don’t."​💬"We've reduced connection instead of inviting connection."​💬"How are you showing up? That’s your responsibility." 📌FOLLOW THE CONVERSATIONConnect with Stephen Ommen➡️https://www.linkedin.com/in/stephenoommen/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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Colleen Stanley is the founder and president of SalesLeadership, Inc., a sales development firm specializing in emotional intelligence (EQ), consultative selling, and leadership skills. She is the author of three books:📖 Emotional Intelligence for Sales Success📖 Emotional Intelligence for Sales Leadership📖 Growing Great Sales TeamsWith an impressive background in sales leadership, Colleen grew Varsity Spirit Corporation’s sales from $8 million to $90 million as Vice President of Sales and Marketing. She developed the Ei Selling® system, integrating emotional intelligence into sales processes for better client relationships and long-term success. Recognized as a Top 50 Sales & Marketing Influencer and a Top 30 Global Sales Guru, Colleen’s impact on the sales industry is global, with her work translated into eight languages.Outside of work, she enjoys hiking, reading, and spending time in Colorado with her husband.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Daryl Amy sit down with Colleen Stanley, a leading expert on emotional intelligence in sales, to discuss the power of authenticity, trust, and mentorship in sales leadership. Colleen shares how emotional intelligence enhances sales relationships and why mentorship plays a crucial role in career development.The discussion covers the importance of sales leaders creating mentorship programs, practical advice for becoming an effective mentor, and how mentorship provides mutual benefits for both mentors and mentees. Colleen emphasizes that great mentors offer support, truth, and guidance, and that mentorship is not just about giving but also about growing together.If you're looking to build stronger sales relationships, become a better leader, or give back through mentorship, this episode is packed with insights and actionable strategies to help you lead with heart.KEY TAKEAWAYS✅ Authenticity Builds Trust – Successful sales professionals prioritize relationships over transactions, fostering trust and credibility.✅ Emotional Intelligence (EQ) Drives Sales Success – Self-awareness, empathy, and strong communication skills are essential for building long-term client relationships.✅ Mentorship is Key to Growth – Mentors provide support, honest feedback, and career guidance, shaping the next generation of sales professionals.✅ Sales Leaders Should Prioritize Mentorship – Creating structured mentorship programs helps develop high-performing, motivated sales teams.✅ Giving Back is Also Paying It Forward – The benefits of mentorship are mutual, allowing both mentor and mentee to grow, learn, and succeed together.✅ Proactive Mentorship Creates Impact – Great mentors don’t wait for mentees to come to them—they actively seek opportunities to guide and inspire others.HIGHLIGHT QUOTES💬 "Mentorship isn’t about the money or the glory—it’s about making others better, and in turn, becoming better yourself." – Colleen Stanley💬 "Trust is the currency of sales. Without it, you’re just another salesperson. With it, you’re a trusted advisor." – Larry Levine💬 "You don’t have to have all the answers to be a great mentor. Sometimes, just being there and offering guidance makes all the difference." – Colleen Stanley💬 "Sales leaders who build mentorship programs build cultures of success." – Darrell Amy💬 "If you’ve been mentored in your life, it’s your turn to pay it forward. Find one person, offer to help, and inspire them to grow." – Colleen Stanley📌FOLLOW THE CONVERSATIONConnect with Colleen Stanley➡️https://www.linkedin.com/in/colleenstanleysli/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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Zev Young is a seasoned sales professional, educator, and founder of The Professor of Sales. With over two decades of experience in sales leadership and coaching, he is passionate about helping sales professionals build authentic relationships and master effective communication. As an adjunct professor at Bentley University, Zev teaches sales courses, mentors future sales leaders, and advocates for bridging the gap between academia and real-world sales training. His background in corporate sales leadership has equipped him with the tools to guide both emerging and experienced sales professionals toward greater success.SHOW SUMMARYIn this episode of the Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Zev Young, a veteran sales leader and educator, to discuss the evolution of sales beyond transactions and into relationship-driven strategies. Zev shares his passion for mentorship, the importance of curiosity in sales, and the shifting perception of sales professionals in today’s business world. He highlights how mentorship, education, and adaptability will define the future of sales and inspire the next generation of professionals. Sales leaders are encouraged to foster curiosity, build genuine relationships, and embrace their role as mentors.KEY TAKEAWAYS✅ Authenticity Wins in Sales – Sales is no longer about pushing products; it’s about building trust and long-term relationships.✅ Sales is Evolving – The old-school transactional approach is being replaced by a modern, human-centric approach that values connection and expertise.✅ Mentorship is Critical – Experienced sales leaders should invest in mentoring younger professionals, helping them develop their skills and confidence.✅ Curiosity is a Sales Superpower – The next generation of sales professionals will thrive by staying curious, asking better questions, and continuously learning.✅ Bridging the Education Gap – Traditional academic institutions lack sufficient sales training, and there is an urgent need for better education on real-world sales skills.✅ Passion + Inspiration = Sales Success – Sales professionals must combine passion, curiosity, and a heartfelt approach to truly connect with their clients.HIGHLIGHT QUOTES💬 "The paradigm has shifted for sales. We are not the same sales professionals that our parents grew up with." – Zev Young💬 "It’s our job to change the narrative about sales. Salespeople are passionate about their product, knowledgeable, and dedicated to their customers." – Zev Young💬 "Mentoring younger professionals brings you back to the heart of why you started in sales." – Zev Young💬 "Curiosity is a core skill of sales success. If you're gifted at curiosity, don’t lose it!" – Larry Levine💬 "Imagine what you can do when you bring passion and inspiration, add curiosity, and learn how to sell from the heart." – Darrell Amy📌FOLLOW THE CONVERSATIONConnect with Zev Young➡️https://www.linkedin.com/in/zev-d-young-ms-1b65066/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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Stephen M. R. Covey is a globally recognized speaker and author specializing in trust and leadership. He is the bestselling author of The SPEED of Trust and Trust & Inspire: How Truly Great Leaders Unleash the Greatness in Others. As the former President and CEO of Covey Leadership Center, he helped transform the organization into a global leadership development firm. Covey holds an MBA from Harvard Business School and is the son of the late Stephen R. Covey, author of The 7 Habits of Highly Effective People. His expertise on trust and leadership has influenced organizations worldwide.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome Stephen M. R. Covey to explore the critical role of trust in sales and leadership. Covey, a trust expert and bestselling author, shares key insights from The Speed of Trust and Trust & Inspire, emphasizing how sales professionals can intentionally build trust with their clients and teams. The discussion highlights the four key elements of trust—integrity, intent, capabilities, and results—and how these factors shape long-term relationships in sales. Covey also breaks down the difference between motivation and inspiration, urging sales leaders to inspire rather than just motivate. This episode is a masterclass in authenticity, leadership, and relationship-building for sales professionals.KEY TAKEAWAYSTrust is the foundation of sales success – Authenticity, integrity, and alignment between words and actions build strong professional relationships.Self-trust is the first step – Sales professionals must trust themselves before they can earn trust from others.Trust should be intentional – It’s not just a byproduct of good relationships; it should be a deliberate and strategic focus.Inspiration vs. Motivation – Leaders should inspire their teams by connecting to purpose and meaning, rather than relying solely on external motivation.Reputation matters – Having a reputation for trust and authenticity creates a lasting competitive advantage in sales.The Mirror Question – Ask yourself, "Do I trust myself? Do I give others a person they can trust?"HIGHLIGHT QUOTES"Trust is the currency of sales." – Stephen M. R. Covey"Make, keep, and repeat commitments to build trust." – Stephen M. R. Covey"Inspiration is the new competitive advantage." – Stephen M. R. Covey"Trust is built intentionally, not accidentally." – Stephen M. R. Covey"Self-trust is the foundation for all trust." – Stephen M. R. Covey📌FOLLOW THE CONVERSATIONConnect with Stephen Mr. R. Covey➡️https://www.linkedin.com/in/stephen-m-r-covey-6400191a5/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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Jamie Diglio is a renowned performance coach and the Founder of inFirst Coaching, with over 20 years of sales leadership experience at top organizations like Gartner, Microsoft, and Slalom. Holding a master’s degree in industrial-organizational psychology, Jamie empowers leaders and teams to achieve peak performance by breaking invisible barriers. Her innovative WIN Room programs help high-growth organizations improve sales, boost employee engagement, and drive retention. Jamie’s TEDx talk, "From WAR Room to WIN Room: Change Your Room, Change Your Life," has gained widespread acclaim for its transformative insights, cementing her reputation as a leading expert in sales performance coaching.!SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Jamie Diglio, performance coach and author of Moneyball Leadership. Jamie discusses her concepts of the "War Room" and "Win Room," focusing on how leaders can create environments that foster success. She introduces the new definition of ROI—Return on Interaction—and explains how meaningful interactions can lead to tangible business results. The conversation highlights the importance of authenticity, combating burnout, understanding personal strengths, and becoming memorable by being less predictable in sales. Jamie shares actionable tips that sales professionals and leaders can implement immediately to improve relationships, build trust, and drive sustainable success!KEY TAKEAWAYSAuthenticity in Sales: Build trust and stronger relationships by showing up authentically.Combating Burnout: Leaders can prevent burnout by fostering positive environments and focusing on strengths.War Room & Win Room: Shift from reactive “War Room” tactics to proactive “Win Room” strategies for better focus and collaboration.Return on Interaction (ROI): Redefine success by prioritizing high-quality, meaningful interactions over traditional sales metrics.Play to Your Strengths: Understanding and leveraging individual strengths can set sales professionals apart.Memorable Selling: Being less predictable and more authentic helps salespeople stand out and become memorable.! HIGHLIGHT QUOTES"If we're not aware of how we show up, the chances of missing the mark are 75 percent in every interaction.""The more we can get people to embody their true selves, the more they can build trust with anyone.""These are the soft skills that yield the hard dollars.""To win today, you have to be less predictable and more memorable.""Return on interactions—being able to show up authentically—is a fine art.""Self-awareness is where you get the hard dollars."!📌FOLLOW THE CONVERSATIONConnect with Jamie Diglio➡️https://www.linkedin.com/in/jaimediglio/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.netADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Brent Pohlman, CEO of Midwest Laboratories, is a people-first leader who believes in coaching, authenticity, and leading from the heart. Since taking on the CEO role in 2016, he has built a thriving culture by focusing on people, processes, and technology—in that order.As a faith-driven leader, Brent is passionate about helping others develop self-awareness, cultivate gratitude, and embrace authentic leadership. He is also the author of Leaders Look Within: Own Your Heart to Live a Life of Gratitude, where he shares his philosophy on leading with values and trust. SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Brent Pohlman, CEO of Midwest Laboratories and author of Leaders Look Within.Brent shares how authentic leadership starts from within—by understanding your own heart, values, and purpose. He discusses the power of self-reflection, trust-building, and gratitude in leadership, and how these principles directly impact sales success and business growth.This episode is packed with real-world insights on self-awareness, the importance of coaching, and how a people-first culture can drive lasting success.🔥 A must-listen for leaders and sales professionals looking to build relationships that last!KEY TAKEAWAYSAuthenticity and Trust Drive Sales Success→ You can’t sell from the heart if you don’t know what’s in your heart first.Lead with Personal Values→ Leadership and sales both require clarity of purpose and unwavering integrity.Self-Reflection Enhances Leadership→ Knowing your strengths, weaknesses, and motivations builds deeper connections.Overcome Negative Self-Talk→ The way you speak to yourself impacts your confidence, relationships, and performance.The Power of a People-First Culture→ Prioritizing people, then processes, then technology creates long-term business success.Daily Gratitude Transforms Mindset→ Implementing gratitude, prayer, and self-reflection into daily routines creates positive leadership habits.Continuous Coaching is Key→ Leadership and sales improvement happen through ongoing learning and reinforcement.HIGHLIGHT QUOTES"People first, get your processes standardized, and technology last.""If you don’t know what’s in your heart, how can you sell or lead others?""In order to sell from the heart, you have to understand what’s in your heart.""Hard work is hard work—and it pays off big time in looking within.""Leading with values is just huge. It helps build lasting trust in relationships."Connect with Brent PohlmanBrent's LinkedIn.Connect with Larry and DarrellDarrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Michelle Curran, call sign “MACE,” is a combat veteran and trailblazing former F-16 fighter pilot with 13 years of service in the United States Air Force. As the lead solo pilot for the elite Air Force Thunderbirds from 2019 to 2021, she was the second woman ever to hold this position, inspiring millions with her aerial performances. With 1,500 flight hours, including 163 combat hours in Afghanistan, Michelle’s career epitomizes grit, determination, and teamwork.Now the founder of Upside Down Dreams, Michelle shares her action-packed stories and hard-won lessons to help audiences conquer self-doubt, reframe challenges, and achieve their dreams. Featured on The Kelly Clarkson Show and CBS Evening News, she continues to inspire as a speaker, mentor, and advocate."SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Michelle Curran, former F-16 fighter pilot and lead solo pilot for the Air Force Thunderbirds. Michelle, known for her call sign 'MACE,' shares her journey, the importance of authenticity in sales, and how to leverage fear as a superpower. The episode highlights Michele's upcoming book, 'The Flipside.' Michelle discusses the significance of focus, trust, and accountability both in the cockpit and in the sales profession. Listeners also get a heartwarming story of Michelle surprising a young admirer on the Kelly Clarkson Show. This episode is filled with actionable insights for sales professionals and leaders looking to build genuine relationships and trust in their careers.KEY TAKEAWAYSCreating Value in Sales: Effective selling is about genuinely helping and providing value to the customer, not just pitching a product.Importance of Empathy: Empathy is crucial in sales. Understand and align with your customers' needs and perspectives.Active Listening: Great sales meetings involve active listening, where the salesperson speaks less and listens more to understand the customer's challenges.Follow-Up Strategy: Following up with potential clients needs to include adding value in each touch point, rather than just checking in for updates.Becoming an Expert: Knowing your industry, company, and client's business thoroughly can significantly enhance sales effectiveness.Financial Understanding: Understanding your clients' financials and how business decisions impact their P&L and balance sheets is essential for meaningful conversations.Effective Sales Meeting: Break sales meetings into diagnosis and prescription phases – first understand the problem, then present your solution tailored to that problem.Consistency in Outreach: It takes multiple touchpoints to engage a prospect; persistence coupled with value-driven outreach is key.QUOTES“People are pretty quick to pick up on when there's a disconnect there.”“When you focus on how you can deliver the most value to the person you're speaking to, it reduces that anxiety so much.”“There's an opportunity to get judged there. There's an opportunity to fail in front of everyone.”“Consistent accountability eventually just becomes the norm and it gets less scary to people.”“Getting into task-focused mode and having a clear mission helps mitigate fear and distraction.”Learn more about Michelle Curran: LinkedIn: https://www.linkedin.com/in/macecurran/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!Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Andrew Barbuto is a top-performing sales leader in the ad tech industry, managing over $80 million per year in digital media revenue. With a proven track record of closing complex software deals, Andrew is passionate about helping sales professionals refine their strategies for long-term success. As the author of Top Sales Producer: How to Crush Your Sales Quota and an active sales coach, he provides practical insights that elevate both new and experienced salespeople. His expertise lies in combining empathy, financial understanding, and strategic follow-ups to build meaningful client relationships and drive revenue growth.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Andrew Barbuto to explore what it takes to become a top sales producer. Andrew shares insights from his book Top Sales Producer: How to Crush Your Sales Quota, breaking down essential sales strategies, including active listening, value-driven follow-ups, and financial acumen. He explains how persistence, empathy, and a consultative approach lead to sustained sales success. If you're looking to refine your sales techniques and consistently exceed your quota, this episode is packed with actionable takeaways.KEY TAKEAWAYSAuthentic Sales Approach: Selling should focus on educating and helping customers, not just pushing a product.Empathy and Active Listening: Success in sales starts with understanding the client’s needs by listening more and talking less.Strategic Follow-Ups: Each touchpoint should add value rather than just checking in.Understanding Financials: Knowing how business decisions impact a client’s financials can lead to more meaningful sales conversations.Overcoming the Status Quo: Many prospects struggle with change; your job is to highlight why your solution is essential.Persistence and Consistency: Engaging prospects takes multiple touchpoints, so consistency in outreach is key.QUOTES“Sales is really about listening, not speaking… the best meetings are the ones where the salesperson speaks the least.”“Your job is to help people, regardless of whether there's any money involved or not.”“… It takes an average of seven touchpoints before you actually get a response from a cold prospect. Persistence is crucial.”“The number one competition is the status quo. Your solution needs to address something pivotal to their business to warrant change.”“Start each meeting by asking the right questions to diagnose the client's needs, then present a tailored solution using their own words and concerns.”Connect with Andrew BarbutoAndrew's LinkedIn.Connect with Larry and DarrellDarrell Amy’s LinkedInLarry Levine’s LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!Order Larry Levine’s book, Selling in a Post-Trust World! Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose