What's holding you back from filling the empty suit and becoming a sales professional with substance? It takes a plan, practice, and preparation. Larry Levine and Darrell Amy discuss the top things holding sales reps back: fear and ego. 

Many sales professionals are empty suits, having lots of style but lacking substance. The week we explore ways to fill the empty suit with the intangibles that build competitive advantage, inspire loyalty, and generate referrals. You'll be challenged! Also, get updates on the upcoming Selling From the Heart book! Click here.

In sales situations with high sales resistance from buyers with sales reps pressured for performance it can be a struggle to drive good conversation. Yet it's conversation is the foundation of any relationship, the basis for trust, and the vehicle by which we uncover need. In this episode we discuss these topics with our friend, Bernadette McClelland, author of The Art of Commercial Conversations, When It's Your Turn to Make a Difference.Get updates on Larry's soon-to-be-released book, Selling From the Heart. Click here.

As we head into year 2 of the Selling From the Heart Podcast, it's time for a manifesto! What does it mean to sell from the heart? Larry Levine and Darrell Amy explore the planks of a manifesto. It's punchy, it's fun, and we think you'll be inspired! We also invite you to contribute to the manifesto. Click here to weigh in on our new LinkedIn Group.

Nobody embodies the spirit of selling from the heart more than Tom Hopkins. We're proud to have Tom as the guest of honor on as we celebrate the one year anniversary episode for the Selling From the Heart Podcast! You'll appreciate his sincerity as he shares nuggets of wisdom for today's sales professionals.Once you hear this episode, we trust you'll be inspired to visit Tom Hopkins International where you'll find all kinds of helpful resources and learn about the upcoming Sales Academy in New Jersey on May 18 and 19. Enjoy!

If you want a full sales funnel, you need a full relationship funnel. Every relationship begins with a conversation. In this episode, Larry Levine and Darrell Amy get practical with street-smart tactics to start great conversations with your prospects. A special shout out to our friend, Bernadette McClelland, author of The Art of Commercial Conversations.

Freshly energized from the sold out Outbound Conference, Larry Levine shares his top five takeaways from speakers like Jeb Blount, Mike Weinberg, and Anthony Iannarino. Here are the top 5 takeaways:Pipe is Life!Don't OvercomplicateRecognize the Importance of StoryBuild a Model Sales WeekSocial is Jet Fuel for OutboundAlso, check out Larry's newest special report: How Sales Teams Can Integrate Social To Grow Net-New Revenue.

How do you set yourself apart? Focus on the things that are unequal! This week, our special guest, Phil Gerbyshak (http://www.philgerbyshak.com/) shares strategies to differentiate yourself by connecting with your values and aligning your behaviors with your values. We'll talk about the power of celebrating behaviors related to these values with our clients, prospects, and teams. 

One of the biggest things sales reps struggle with is differentiating themselves from the sea of competition. This week Darrell Amy and Larry Levine share strategies to differentiate by bringing unique insight and deep understanding. 

Nothing Brings About Success Like Walking Through The Right DoorsThose close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It is an opportunity to expand your horizons. I'm flabbergasted by the amount of people who simply fail to ask for help.I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a world full of sales sameness.I believe every single sales rep must articulate a strong value proposition and tailor them to different stakeholders. They must be able to devote a tremendous amount of effort to understanding the customer, their needs, their wants, their issues; packaging all of this up by focusing on adding value every step of the way.I spent 27 years inside an extremely old school sales channel, laggard in nature and slow to adopt to modern ways of growing business; the copier channel. I've directed many pointed blogs at the industry such as, Sales Transformation... The Key To Success As A Copier Sales Rep I speak loudly to how copier sales reps must transform themselves. They must take it upon themselves to innovative inside a very slow to adapt sales channel.I now direct this same message to every sales channel out there... How are you innovating? How are you adapting to what is happening around you? What's standing in your way?EVOLVE OR FACE THE CONSEQUENCESIn life, shit happens! The spring of 2015, I found myself in a position where life took a massive turn. We all face challenging times in life. We can either let it consume us as we fade into a downward life spiral or we can use it as a launching pad to reinvent, reinvigorate and reignite passion; a passion to challenge ones mindset and skill set to start something new.A special shout out to my close friend and mentor who started his journey at the same time Scott MacGregor, at SomethingNew.I've had the fortunate experience of meeting many amazing people throughout my lifetime. A special thank you to my dear friend, Darrell Amy. Without a doubt, the most genuine, authentic and caring individuals I know. His belief in me and more importantly his ability to push me out of my comfort zone has changed me for the better, and I am forever grateful!THE LAUNCH OF SOMETHING SPECIALEvolve or perish! Two words being thrown at sales reps all over the world. Evolve to me means trying something new, adapting and adopting; constantly being on the look out to improve everything about what you do.With the heartfelt support of Darrell Amy, my business baby was launched to the sales world! The Social Sales Academy is fully committed to helping B2B sales teams integrate social into their sales process to ignite and fuel sales growth. We want you to get results. We’re passionate about doing this the right way, the genuine way, the authentic way! Straight from the heart!ARE YOU CREATING VISIBILITY"How do you expect to get noticed in a marketplace when nobody knows you exist?"In a highly digitally business world, how do sales people get noticed? How do they rise above all others to stand out?You have to be willing to put yourself out there. Integrating social is jet fuel to anybody in sales who uses it in conjunction with every other prospecting strategy. I threw myself out into the marketplace to get noticed. Combining a strict work ethic, I leveraged outbound strategies coupled with a commitment to social and marketed what I was all about inside the sales channel I grew up in, the copier channel.I pounded the phone. I drove emails. I spoke at industry events. I wrote articles in industry magazines. I started blogging. I leveraged every single business development tool available to get noticed. I made this a non-negotiable deal. In the span of two years, I've written over 135 blogs, over 40 published articles and have spoken at events all over the United States, Canada and Australia.I've worked with sales leaders and their teams throughout the United States, Australia and Canada. I've infused excitement and proof that social integrated into the sales process does work. I like to consider myself the biggest excuse remover out there!I'm in the process of publishing my first book, Selling From The Heart... How Your Authentic Self Sells You (to be released by the summer of 2018).I share this with all of you as you all have the capability of making this happen. We've all been giving the same sets of tools to use, it's how we choose to use them. The commitment I made to myself matters the most. My personal goal and commitment... I want to make a difference by helping sales people become the sales professionals I know they can become.SELLING FROM THE HEART PODCAST AND JEB BLOUNTApril of 2017, the Selling From The Heart Podcast was born. This was another avenue for Darrell Amy and I to get our message out to the sales world. Our podcast is all about being genuine, being real, being authentic and speaking from the heart as we help the sales community all over the world.The guests that come onto our podcast share our same mission and are advocates in selling from the heart.It was this podcast episode that changed my world... Jeb Blount, CEO of Sales Gravy. As the author of Sales EQ, Jeb shared his research about curiosity as a core sales skill on our podcast. Here's where it takes a turn... later that same evening I hear my cell phone ringing, looking at it and not recognizing the number I almost didn't answer but I did."Hey Larry, it's Jeb... Just wanted to call to say thank you again for having me on the podcast". I'm saying to myself, "Wholly crap!" For the next hour and a half we had a phenomenal conversation. The turning point in the conversation came when Jeb mentions to me that in April of 2018 he along with Mark Hunter, Mike Weinberg and Anthony Iannarinoare putting on the Outbound Conference. Jeb mentions, I've been following what you've been doing, what you've been writing about and I like what you stand for; would you like to share your story, your journey and how you have tied outbound with social strategies to get to where you are and speak at Outbound? Oh my freaking bleep, bleep, bleep, "Hell yeah Jeb I would be honored!"Let me tell you this ... If you never put yourself out there, how do you plan on getting noticed? How do you plan on attracting new sales opportunities? How do you plan on rising above all others, your competitors? Become comfortable with who you are. Share the real you and not some facade in hopes this impresses others to help you get noticed. The path I chose and carved out for myself has be done my way! The authentic way! The genuine way! The human way by staying real and being real by saying things that need to be said.People will see, smell and sense B.S. a mile away! If you can't be the real you then who are you?MY STORY, MY WAY, THE WAY I KNOW HOWI share this with you all for one reason and one reason only - you all have the ability to change your lives. It is believing in yourself, staying true to yourself and not allowing the voices of others take you down.We all have stories to tell. We all have a voice and the message needs to be told our way, your way; your unique way as you help to change the lives of those around you.I encourage every sales leaders and every sales professional to create a plan. This plan revolves around and encompasses leveraging every single business development tool available to help you get noticed in crowded marketplace. Think of your clients, your future clients, your network, your inner circle and your fellow teammates... How can you help them become better versions of themselves? How can you help them all in doing better business?I know you have it in you. If a 53 year old guy can reinvent and repackage himself then I trust you can do it. Trust me it will change your life! I'm having the time of my life. I wish the same for you.I hope this inspires you to take action. You owe it yourself, your career and your family!I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.You can find more advanced training material inside the Social Sales Academy website.I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.