Selling From the Heart Podcast

Self-aware sales professionals regularly remind themselves to stop pretending that they know everything about their clients' businesses. Instead, they strive to be authentic and don't fake that they know all aspects of their clients' business. Larry Levine and Darrell Amy challenge all of us to become students of our clients' problems in a spirit of authentic curiosity.

If you want a full sales funnel you need a healthy relationship funnel. Following up to last episode, Larry Levine and Darrell Amy explore how sales managers can coach sales reps to build relationships and drive conversations with current and future clients. 

Why do salespeople struggle to drive conversations with net-new prospects? After all, if you want healthy sales funnel, you need a strong relationship funnel. In this episode, Larry Levine and Darrell Amy explore the art of driving authentic conversations.  

In today's world of sameness and commoditization, it can be challenging to be different than every other company. However, there are many things you can do as a sales professional to create a client experience that sets you apart. In this episode, Darrell Amy and Larry Levine explore ways you can create a client experience that truly gives you a competitive advantage.

Would you like to develop a predictable system to get more referrals? This week we're joined by Mike Garrison, Founder of Garrison Sales Consulting. Mike shares his strategies to develop a predictable referral system. You'll be amazed at how this lines up with the core values we all hold dear. You'll also be challenged by the gut check at the end of this episode.

This week we're joined by Daniel Disney. Voted a Top 50 Sales Influencer, you may know him from the Daily Sales blog and his humorous sales memes. You'll love his insight on sales and what it means to sell from the heart. You'll also leave with many great ideas on how you can authentically build your brand as a sales professional.

The emerging class of decision makers are Gen-Xer's, people in their forties and mid-fifties. In this episode,  Darrell Amy and Larry Levine continue to explore ways to position yourself for success with Gen-X, the most skeptical generation. You'll learn about what motivates this generation and get ideas on how to improve your sales results.

As millions of Baby Boomer decision makers retire, the new guard of decision makers is rising. Gen-Xer's are people born between 1965 and 1981. Now in their forties and fifties, this generation is the most skeptical generation ever and they have had access to the internet for most of their adult life. Discover what this means to you as a sales rep and how you can capitalize on this trend as Larry Levine and Darrell Amy discuss this topic.

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products.This week we are going to bust the top 3 solution selling myths:Solution selling requires me to be a technical expertSolution selling extends the sales cycleSolution selling is complicatedJoin your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of these income-limiting myths!

We all work for companies that have a brand, mission, and values. While sales professionals represent their company, they also have their own brand. In this episode, Darrell Amy and Larry Levine explore how sales reps can go beyond their company brand to develop their own identities by asking the following questions:What value do YOU bring to your clients and prospects as a person?What relevant experience do you have that could benefit your clients and prospects?Who are you? What do you enjoy? What are you passionate about?What can clients and prospects expect from you?At the end of the episode, you'll be challenged to build your own mission and values statement as a sales professional.