Selling From the Heart Podcast

What will set you apart in a market of sameness? In this episode, Larry Levine and Darrell Amy explore how you can understand and communicate your personal values in the sales process to drive competitive advantage. You'll be challenged to interview your top clients to discover how your values are coming through and which ones they appreciate the most.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

One of the most powerful things sales professionals can do is listen. However, most sales people listen to sell and then immediately jump into sales pitch mode the moment they uncover a pain point. This week Larry Levine and Darrell Amy pose the question, "What would it look like if we simply listened to learn about our prospect's business?" We believe this drives trust while also allowing you to discover the full scope of the client's goals, dreams, challenges, and drivers.In the episode we refer to a Curiosity Assessment published by the Harvard Business Review. You can find a link here.Interested in updates on Larry's book as it gets ready to launch? Learn more here. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Do you have any deals that have been stuck in your sales funnel for far too long? In this episode, Larry Levine and Darrell Amy explore two key reasons deals get stuck in the funnel and how you can get more of your deals moving forward to close. As we mention at the beginning of the episode, check out our friends at Something New! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

James Muir, author of the best seller, The Perfect Close, joins us this week to discuss how sales professionals and their managers can transform their results by turning the focus inward. You'll learn about the power of knowing who you are, what you value, and your story. At the end you'll love the practical ideas that James brings to the table. Enjoy and check out James' book on Amazon. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

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

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

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

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