Selling From the Heart Podcast

What would it look like to sell with more curiosity? Building on a  curiosity assessment published in Harvard Business Review, Larry Levine and Darrell Amy explore how to nurture the three attributes of curiosity and how this can positively impact sales results. 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 asks the hard question: "What are you doing as a sales rep to engage, educate, and excite your prospects?" We discuss what sales professionals need to do to ensure the big rocks of self-education, client visits, and proactive prospecting get done.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Are you babysitting your current accounts or building value and building networks? This week Darrell Amy and Larry Levine explore the massive difference between a sales rep that does the bare minimum and a sales professional that continues to build value after the sale.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

How would your clients describe their experience with you? Larry Levine and Darrell Amy highlight the importance of client experience. They unpack three practical ways you can improve your client experience by being present, paying attention, and remembering their goals. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Sales managers, VP's of sales, and all executives, this week Larry Levine and Darrell Amy issue the challenge to lead by example. Buyers have changed their buying habits in favor of digital communication on search and social. Millennial sales reps are coming onto our sales teams as true mobile natives. What are we doing as leaders to set the example? We'll explore three ways leaders can support digital sales transformation. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

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

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

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