Selling From the Heart Podcast

One of the biggest buzzwords in sales these days is "sales enablement." While we all appreciate that new platforms and content that our companies provide, the problem is that if we focus on getting visible without working on increasing our value, we'll get vetted out of the deal. In this episode, Larry Levine and Darrell Amy take an honest look at what it takes to become more valuable, a process called "self enablement." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This week we're joined by our good friend, Deb Calvert, author of Stop Selling and Start Leading. We discuss how true sales professionals can build competitive advantage, improve win rates, maximize profit, and enhance enjoyment of their job. How? Created value--individual value that comes from you as a sales professional. Larry, Darrell, and Deb discuss ways sales professionals can create value in the sales process. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

We all talk about improving our closing skills. What about our opening skills? The way we open up new conversations has a direct bearing on the close. Of course, if we don't open up new conversations, we won't close any new business. Beyond that, the real question is, "How are you opening conversations?" This week Larry and Darrell explore the different ways to start a conversation to set up a successful close. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This week Larry Levine and Darrell Amy discuss what they have learned from working with sales teams this year: most sales reps cannot clearly articulate their value proposition. Get this right and you put yourself ahead of the majority of your competition. In this episode we discuss the importance of understanding the value you bring from three perspectives: your company, yourself, and your clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This week we're joined by Jeff Bajorek of The Why and the Buy podcast and author of The Five Forgotten Fundamentals of Prospecting. Every sales professional needs to prospect. This week we explore ways you can keep yourself or your sales team energized for growth. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Prospects are people. If you want a full sales funnel, you need a full relationship funnel. What if prospecting was about more than finding a deal in the 30 day window? What if it included building relationships and driving conversations to build a foundation for a healthy sales funnel? In this episode, Larry Levine and Darrell Amy explore the power of prospecting to fill the relationship funnel. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Sales professionals constantly face the temptation to give into discouragement. Bad news and rejection are inevitable in sales. What's important is how you handle it. In this episode, Darrell Amy and Larry Levine offer strategies to proactively handle discouragement in sales. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

How are you doing year-to-date? The middle of the year provides time to pause and see how you are doing year-to-date with your personal goals. Larry Levine and Darrell Amy offer inspiration to help you take advantage of this mid-year opportunity to set yourself up for a highly successful second half. You'll be challenged to recalibrate your goals, reconnect with your clients, and recharge your funnel. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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.