Have sales reps lost the art of driving conversations with new prospects? How does this work in the digital age? In this episode of the Selling From the Heart Podcast, Darrell Amy and Larry Levine explore how sales reps can drive conversations face-to-face and online. All of this is geared toward filling the relationship funnel. As Larry always says, if you have an empty relationship funnel, you have an empty sales funnel! Conversations build relationships.Tune in and get helpful ideas that you can put to work right away to drive more conversations and create more sales opportunities.

Larry and Darrell explore the art of opening up genuine conversations by listening to what your clients and prospects are saying--in person and online. In this episode, we explore the importance of paying attention and responding genuinely to drive conversations.Show ResourcesBernadette McClelland, The Art of Commercial Conversations, When It's Your Turn To Make a DifferenceWe LOVE this book. Every sales rep that wants to sell from the heart needs to pick up a copy of this book and savor it one paragraph at a time. This book offers a wealth of wisdom for today's sales rep.

This week we're excited to introduce Scott MacGregor, Founder, and CEO of Something New, one of the most innovative talent acquisition partners. This week we'll be discussing what it means to sell from the heart, specifically as it relates to attracting top-level sales and leadership talent for your organization. Show LinksFollowing are items we referred to during the show.Slow Down, Sell FasterThis fantastic book by Kevin Davis is a must-read for our audience. You'll love this book. Hopefully, Kevin will be a future guest on the podcast!Something GoodHere are links to the non-profit organizations that Something New supports.http://www.elevatenewyork.orghttp://keeponplaying.orghttps://standbesidethem.networkforgood.com

There is a big contrast between sales reps that understand their value propositions and reps that just list out features. Buyers are tired of hearing canned speeches and empty promises. In this episode of the podcast, Darrell and Larry explore what it means to be an "empty suit" and what we can do to ensure we are bringing the goods.Show ResourcesWhy I Should Talk With You ContinuedLarry's blog post irreverently explores the concept of being an empty suit as a sales rep.Creating and Delivering Your Value PropositionThis is a fantastic book co-authored by our friend, David Pender.

Do you have the courage to ask your clients one simple question: “What value do I add to your business?” The answers to this question give you amazing insight into how to sell to future clients.

We all have a physical persona in face-to-face interactions. However, in today’s world, we also have a digital brand that we need to build. Larry and Darrell discuss how to build an authentic online brand for yourself as a sales rep. entrepreneur

Meet co-hosts Darrell Amy and Larry Levine has they cast vision for this new podcast and have an honest conversation about what it means to sell from the heart.