Afleveringen
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Meet Lyndsay Dowd, a powerhouse business coach and keynote speaker known for her passion and expertise in transforming leadership and organizational culture. With over 23 years at IBM, Lyndsay led high-performing sales teams, earning accolades like Top 10 Coach from Apple News, 2023 Award for Innovation and Excellence, and Business Coach of the Year. Following an unexpected career pivot, Lyndsay founded Heartbeat for Hire, where she now helps organizations create vibrant, positive cultures that drive success. As the host of the globally ranked Heartbeat for Hire podcast, Lyndsay captivates audiences with her dynamic approach, inspiring stories, and actionable leadership advice.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Lyndsay Dowd to reveal the secrets behind creating positive organizational cultures that inspire and motivate. Drawing on her extensive experience in sales leadership and business coaching, Lyndsay shares game-changing strategies for fostering trust, leading with heart, and building a culture where people thrive. From actionable insights on listening tours to the power of empathy in leadership, this episode is packed with practical tips that will help you transform your team dynamics and elevate your business results.
KEY TAKEAWAYS
Heart-Centered Leadership: Discover how leading with authenticity and integrity can revolutionize your workplace, directly impacting your teamâs performance and client satisfaction.Listening Tours for Leaders: Uncover the powerful impact of truly listening to your team to build trust and create a culture of openness and support.The New Power Skills: Empathy, communication, and integrity are no longer âsoft skillsââthey are critical power skills that build strong, lasting relationships in business.Cultural Impact on Success: Learn how a positive and trust-filled culture boosts employee satisfaction, productivity, and client outcomes.Authenticity in Sales: Stand out in complex sales environments by leading with heart and building genuine connections that foster long-term success.QUOTES TO REMEMBER
"Integrity will always keep you at the top of the totem pole.""The best sellers and leaders do this deep within their spiritâitâs a game changer.""When you lead with heart, you build relationships that people want to invest in.""The way you treat your people has a direct impact on how they treat your clients."FOLLOW THE CONVERSATION
Lyndsay's Dowd LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.
SHOW SUMMARY
In this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethanyâs actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.
KEY TAKEAWAYS
Authenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.Creating Demand: Go beyond rapport-building by identifying and amplifying your customerâs pain points, creating a compelling need for your solution.Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.Overcoming Hesitancy: Donât shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.QUOTES TO REMEMBER
"When you shine the light on others, watch how fast they start to open up.""Being yourself is not enough. It's important, but it's more than being yourself.""The sales process makes us think about what it is to be the customer and not to take things personally.""Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."FOLLOW THE CONVERSATION
Bethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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Zijn er afleveringen die ontbreken?
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Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern Californiaâs Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.
SHOW SUMMARY
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.
KEY TAKEAWAYS
Authenticity in Sales: Authenticity isnât just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.QUOTES
"The best sellers on the planet just care differently than everybody else.""You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible.""If we're in the people business, then you have to give a rip about people in many different ways.""The greatest salespeople are great because of what theyâre thinking, not just what theyâre doing."FOLLOW THE CONVERSATION
Garrett Brownâs LinkedIn: https://www.linkedin.com/in/garrettjbrown/
Colin Cogginsâs LinkedIn: https://www.linkedin.com/in/colincoggins/
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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Stephanie Chung is an accomplished executive and trailblazer in leadership, business development, and customer experience management. With a rich background in the aviation and luxury sectors, sheâs known for driving innovation and fostering high-performing, inclusive teams. Stephanieâs strategic vision and leadership skills have led to remarkable growth in her career, making her a sought-after speaker and thought leader. Her passion for mentoring and empowering others shines through in her work as she inspires teams and clients alike.
SHOW SUMMARY
In this must-listen episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome the brilliant Stephanie Chung. Renowned for her expertise in neuroscience and leadership, Stephanie brings fresh insights from her groundbreaking book, Ally Leadership: How to Lead People Who Are Not Like You. Together, they explore the power of conversational intelligence and the science behind building trust in todayâs complex sales environment. Stephanieâs unique approach, combining neuroscience with sales strategy, provides practical, actionable tips for professionals seeking to enhance their client relationships and lead more effectively.
KEY TAKEAWAYS
Understanding Trust in Sales: In a post-trust world, authenticity is key. Sales professionals must prioritize genuine connections to establish trust with clients.Neuroscience in Sales: Unlock the brainâs potential in sales with neuroscience techniques that create deeper, more meaningful engagement with clients.Ally Leadership Framework: Learn how to navigate todayâs diverse workforce with the âALLYâ frameworkâAsk, Listen, Learn, and take Action.Multi-Generational Leadership: Discover strategies for leading and motivating teams across five generations, creating a psychologically safe environment for all.Curiosity and Continuous Learning: Stay ahead in sales and leadership by cultivating curiosity and adapting to the unique needs of clients and team members alike.QUOTES TO REMEMBER
"Selling is for losersâwe solve problems. The goal isnât just to sell, but to understand and address the real issues customers face.""Authenticity and trust are paramount in todayâs sales environment. Itâs not about quotas; itâs about making a genuine difference in your customersâ lives.""Leadership is about influence. Every sales professional has the opportunity to lead, uniting the team behind a common purpose where everyone wins." â Darrell Amy"You don't call yourself an allyâyour actions earn you that title from those you lead."FOLLOW THE CONVERSATION
Connect with Stephanie Chung:
Stephanie's LinkedIn
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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David Olcott is a seasoned professional in the field of sales and business development. With over 20 years of experience, he has honed his expertise in creating and implementing revenue growth strategies for various organizations. David is particularly known for his work in the B2B sector, where he has successfully led teams to achieve significant sales targets and foster long-term client relationships. He is also a noted speaker and author, contributing valuable insights on topics such as sales techniques, customer engagement, and strategic planning. Throughout his career, David has been associated with various initiatives and companies, consistently demonstrating his commitment to driving growth and innovation in the sales industry.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by David C. Olcott, founder, president, and CEO of Samurai Success. The conversation centers on bringing authenticity and trustworthiness to the sales profession. Highlights include celebrating the success of Larry's book 'Selling in a Post-Trust World,' the importance of inward self-work for meaningful sales success, and David's insights on integrating spirituality and authenticity in sales. Listeners will gain practical strategies for aligning personal values with professional actions to create richer, more genuine client relationships.
KEY TAKEAWAYS
Authenticity in Sales: True success in sales comes from being authentic and showing up fully in every interaction. This involves deep inner work and a commitment to aligning your actions with your true self.The Role of Frequency: Sales professionals emit a frequency or energy that others can sense. Being aware of your frequency and working on it is crucial to creating trust and building authentic relationships.Inner Work is Key: Before focusing on sales strategies, it's essential to work on yourself. This includes understanding and addressing your emotional and mental states, as these directly influence your sales outcomes.Resilience Against Negative Energy: Sales can be a rollercoaster, with frequent rejections and challenges. Developing strategies to maintain a positive frequency throughout the day, even in the face of adversity, is vital.The Inward Turn: Success in sales is not just about external tactics but about turning inward and ensuring you are in the right state of mind and heart before engaging with clients.QUOTES
"If you want to make sure there's brownies at the holiday party, bring the brownies. The same goes for salesâbring your full self, complete and authentic, to every interaction.""Sales isn't just about closing deals; it's about showing up with the right energy, frequency, and authenticity that others can feel and trust.""Strategies only take you so far; it's your beliefs and the inner work you do that truly drive your success in sales."Learn more about David Olcott
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy discuss the official launch of Larryâs new book, 'Selling in a Post-Trust World.' They delve into the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits in building trust in today's sales environment. Larry urges listeners to pre-order the book from Barnes and Noble to help gain broader distribution and offers exclusive access to a 12-episode private podcast diving deeper into each book chapter. They also share success stories and emphasize the critical nature of trust in sales, providing practical insights for sales professionals to thrive in a skeptical market.
KEY TAKEAWAYS
Trust is the Foundation of Sales Success: Without trust, no sale can be made. Building trust quickly and authentically is crucial in a world where buyers are more skeptical than ever.Authentic Relationships Matter: Know your clients beyond the surface level. Understanding them personally and professionally is key to forming lasting bonds that lead to successful sales.Soft Skills Yield Hard Dollars: Mastering people skills and relationship-building can significantly impact your sales results by bridging the trust gap with clients.Practical Trust Formula: The episode introduces a simple yet effective trust formula that sales professionals can apply immediately to enhance their credibility and connection with clients.Exclusive Bonuses for Pre-Orders: Listeners are encouraged to pre-order Selling in a Post-Trust World to gain access to a private podcast series that dives deeper into each chapter of the book.QUOTES
"In order to sell from the heart, youâve got to give a ripâabout yourself, your clients, and the value you bring to the table." â Larry Levine"Trust is the currency of sales. Without it, your deals are just numbers stuck in a pipeline." â Darrell Amy"We need to shine the light on our clients, not on ourselves. Itâs about making it âwe,â not âme.â" â Larry LevineLearn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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With over 15 years of experience, Kristie Jones has dedicated her career to helping small and mid-size companies grow their revenue. Her passion lies in bringing visions to life by driving growth for teams, individuals, and companies. Kristie specializes in new business development, retaining and upselling existing customers, and sales management, primarily working with small and mid-sized SaaS companies, whether privately held or funded.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy discuss the transformative power of authentic relationships and trust in sales. Larry introduces his new book, 'Selling in a Post-Trust World,' and emphasizes the importance of supporting the launch by obtaining advanced reader copies. The hosts are joined by Kristie Jones, a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.
KEY TAKEAWAYS
Know Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.QUOTES
"Do the right thing and the right things will happen.""Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5.""Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better.""Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers.""It's not just about selling; it's about selling from the heart."Learn more about Kristie Jones: LinkedIn: Kristie Jones
Learn more about Darrell and Larry:
Darrell's LinkedIn: Darrell Amy
Larry's LinkedIn: Larry Levine
Website: Selling from the Heart
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'
Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & Noble
SUBSCRIBE to our YOUTUBE CHANNEL! YouTube Channel
Click for your Daily Dose of Inspiration: Daily Inspiration
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Discover how to transform transactions into lasting partnerships with Dr. Cindy McGovern!
ABOUT THE GUEST
Meet Dr. Cindy McGovern, also known as the "First Lady of Sales." Dr. McGovern is a renowned sales and leadership expert, speaker, and author. She is the founder of Orange Leaf Consulting, which helps businesses boost their sales performance. Her book, "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work," reveals how everyone, regardless of their role, can leverage sales skills to succeed.
As a sought-after speaker, Dr. McGovern shares her wisdom on sales and leadership at conferences and corporate events worldwide. Her focus on relationship-building, effective communication, and understanding customer needs is transformative for individuals and organizations alike.
SHOW SUMMARY
Join Larry Levine and Darrell Amy in this exciting episode of the Selling from the Heart podcast as they sit down with Dr. Cindy McGovern. Dubbed the 'First Lady of Sales' and Wall Street Journal bestselling author, Dr. Cindy delves into the essence of authenticity and trust in sales. Discover the journey from 'Transactionships' to meaningful partnerships and how to deepen connections for greater success. Celebrate the success of 'Selling in a Post-Trust World' and learn how you can get early access to this game-changing book.
KEY TAKEAWAYS
Authenticity in Sales: Being genuine is key to building client trust.Personal Branding: Align your personal brand with your true self.Communication Matters: Every interaction builds or erodes trust.Planning and Authenticity: Combine strategic planning with authenticity for successful sales interactions.Transactional to Partnership: Shift from transactional relationships to trust-based partnerships.Internal Trust: Build internal trust to effectively cross-sell and provide comprehensive client solutions.QUOTES
"Selling from the heart can sometimes mean walking away if it's not right.""If you want to have a never-flowing sales funnel, youâve got to build a never-flowing relationship funnel.""Every interaction is a transaction of trust.""You're responsible for how you show up.""Move from transactional relationships to partnerships by deepening trust and being authentic."CONNECT WITH DR. CINDY MCGOVERN
LinkedInCONNECT WITH DARRELL AND LARRY
Darrell's LinkedInLarry's LinkedInSelling from the Heart WebsiteGET THE NEW BOOK!
Discover how to sell more without destroying your relationships and reputation.Pre-order at B&N and get access to Bonus Items! Get your Selling in a Post-Trust World copy here.
ORDER NOW
Visit Barnes & Noble to preorder the rerelease of Selling from the Heart. Order your copy
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Welcome to another engaging episode of the Selling from the Heart podcast! đïž Join hosts Larry Levine and Darrell Amy as they explore the transformative power of coaching in sales with their special guest, Paul Fuller.
ABOUT OUR GUEST:
Paul Fullerâs mission is to help others maximize their potential through his expertise. As a pioneer in sales process, training, and CRM, he has led global sales and marketing teams to achieve significant growth. He defines sales as service, leadership, and wayfinding.
Currently, Paul leads revenue growth at Membrain.com, a top sales effectiveness CRM. He works with a team and over 100 sales consultants to drive scalable growth in over 80 countries.
EPISODE SUMMARY:
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Paul Fuller, Chief Revenue Officer at Membrain and host of The Art and Science of Complex Sales podcast. They discuss the critical role of coaching in sales, emphasizing the importance of authenticity, building trust, and focusing on both mindset and skills. They explore how effective coaching can elevate sales teams, drive significant results, and enhance overall job satisfaction. Fuller shares valuable insights on embracing a holistic approach to coaching and the positive impact it can have on both individual sellers and entire sales organizations.
KEY TAKEAWAYS:
Authenticity in Sales: Learn how authenticity drives meaningful connections and fosters trust in the sales process.Mindset Matters: Discover the crucial role of mindset in sales success, from self-discipline to confidence-building.Coaching Beyond Skills: Understand why effective sales coaching goes beyond technical skills to address mindset and heartset.Navigating Challenges: Explore strategies for overcoming common sales challenges through empathy and genuine client engagement.Building Sales Leadership: Insights into developing leaders who inspire and guide their teams with empathy and strategic vision.QUOTES
"Sales isn't just about transactions; it's about service, leadership, and wayfinding.""Helping salespeople define their vision and navigate their path authentically is key to effective coaching.""Coaching is messy because it involves understanding and supporting individuals on a deeper, human level."Learn more about Paul Fuller:
LinkedIn: https://www.linkedin.com/in/psfuller/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Welcome to another insightful episode of the Selling from the Heart podcast! đïž Join hosts Larry Levine and Darrell Amy as they dive deep into genuine, trust-based selling with their special guest, Mark A. Mears.
ABOUT OUR GUEST:
Mark A. Mears is a #1 Best Selling author, keynote speaker, consultant, and visionary business leader with an impressive track record of driving innovation and growth for major brands like PepsiCo, McDonaldâs, Frito-Lay, JCPenney, NBCUniversal, and The Cheesecake Factory. As the Founder and Chief Growth Officer of LEAF Growth Ventures, LLC, Mark is dedicated to helping individuals, teams, and organizations reach their growth potential and make a positive impact. His latest book, "The Purposeful Growth Revolution: 4 Ways to Grow from Leader to Legacy Builder," embodies his mission of purposeful growth. Mark is also a proud member of the Senior Leader Network within Conscious Capitalism, Inc.
EPISODE SUMMARY:
In this episode, Mark Mears introduces the revolutionary LEAF growth model: Leadership, Engagement, Accountability, and Fulfillment. He shares his insights on the importance of authenticity, trust, and building genuine relationships in modern sales. Learn how to create a sense of community and belonging in the workplace and discover strategies to enhance customer relationships through meaningful value exchange. This episode is packed with practical advice on moving from being a leader to a legacy builder, making a lasting impact in a trust-driven world.
KEY TAKEAWAYS:
The LEAF growth model: Leadership, Engagement, Accountability, Fulfillment.Importance of authenticity and trust in modern sales.Creating a community and sense of belonging in the workplace.Strategies for enhancing customer relationships through value exchange.
Impact of emotional connections on sales and profitability.QUOTES:
"All it really is, is a value exchange. Authenticity and trust are crucial in building lasting relationships.""There's a short distance between the heart and the mind in successful sales.""Leadership, Engagement, Accountability, and Fulfillmentâthese elements intertwine to drive purposeful growth.""Belonging is crucial. We're all in the people business, which means we're in the feelings business.""Move from managing transactions to leading and building legacies with your team members."Learn more about Mark Mears:
LinkedIn: https://www.linkedin.com/in/markamears/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.
SHOW SUMMARY
In this engaging episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding whatâs at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.
KEY TAKEAWAYS
Importance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.QUOTES
"Story is the language of the heart, and it's where trust is built and sustained." â Darrell Amy"We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." â Stephen Steers"You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." â Larry Levine"A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." â Stephen Steers"If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." â Stephen SteersLearn more about Stephen Steers:
LinkedIn: https://www.linkedin.com/in/stephen-steers/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.
KEY TAKEAWAYS
AI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.QUOTES
"You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it.""Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes.""AI should understand your voice and point of view. It should enhance your communication, not replace it.""Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful.""We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."Learn more about Adrian Chenault:
LinkedIn: https://www.linkedin.com/in/adrianchenault/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
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Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.
KEY TAKEAWAYS
Personalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.QUOTES
"When you shine the light on the person or the people sitting in front of you, they'll shine the light right back.""People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship.""As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."Learn more about Richard Weylman:
LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelorâs degree in Kinesiology and a masterâs degree in Public Health, specializing in worksite health promotion.
However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.
Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.
KEY TAKEAWAYS
Authentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.Pausing is essential; it interrupts reactivity and allows for intentional actions.Identifying and living by core values helps in making tough decisions and maintaining alignment.Grounding oneself in core values enables facing difficult situations with integrity and authenticity.QUOTES
"Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting.""We live and work in a VUCA worldâvolatile, uncertain, complex, and ambiguous. Disruption is the norm.""We're hardwired to avoid discomfort, but disruption is where we grow and evolve.""Our childhood self is running the show, reacting to triggers from past experiences.""Once you're grounded in your values, it's easier to face the cringiness of self-exploration."Learn more about Rosie Ward, Ph.D.:
LinkedIn: https://www.linkedin.com/in/rward/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.
His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.
In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.
Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.
KEY TAKEAWAYS
Embracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.QUOTES
"Selling from the heart means serving more people and helping those who can't necessarily help you.""You cannot control the outcomes; you can only control the inputs.""The more you learn, the more you earn. Continuous self-improvement is key.""Authenticity and sincerity are the foundations of trust in sales.""Transform personal challenges into superpowers by changing your mindset."Learn more about Niraj Kapur:
LinkedIn: https://www.linkedin.com/in/nkapur/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.â Check out his latest book, The Good Book on Business.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.
KEY TAKEAWAYS
Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.QUOTES
"Half of your success in sales comes from the work you do when you're not in front of the customer.""Invest your sales time where it will get the best return on investment.""Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully.""In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."Learn more about David Kahle:
LinkedIn: https://www.linkedin.com/in/davekahle/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Click for your Daily Dose of Inspiration:
-
James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.
KEY TAKEAWAYS
Sincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.QUOTES
âIf your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.ââWe have to bring intentionality to the forefront, and if we can bring that good thing start to happen.ââIt's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.â"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.â âYou can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainerâLearn more about James Muir:
LinkedIn: https://www.linkedin.com/in/puremuir/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:
https://whyinstitute.com/Please go to WORK BETTER NOW:
https://www.workbetternow.com/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Dr. Deborah Rozman, President and co-CEO of HeartMath Inc., has been a key leader since 1991, advancing the mission to create a more resilient and heart-centered world. HeartMath's programs offer scientifically validated techniques for emotional self-regulation and energy management, promoting health, resilience, and enhanced intuition. Dr. Rozman co-authored the Transforming book series and "Heart Intelligence," emphasizing heart-based guidance for effective decision-making. As a spokesperson, she advocates for heart intelligence in media, interviews, and keynote addresses, addressing personal, social, and global well-being. Dr. Rozman also contributes to the Advisory Board of the Transformative Technology Lab and HeartMath Institute's Scientific Advisory Board and Global Coherence Initiative Steering Committee. She is known for her role in developing award-winning technologies like emWaveÂź and Inner Balanceâą for heart-brain coherence.
SHOW SUMMARY
In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy dive into the transformative power of heart-based selling with special guest Deborah Rozman, President and CEO of HeartMath Inc. They explore how aligning the heart, mind, and emotions can revolutionize your sales approach, boost performance, and reduce stress. Deborah shares insights from HeartMathâs extensive research and introduces practical techniques to achieve heart coherence, making every sales interaction more genuine and impactful.
KEY TAKEAWAYS
Heart-Based Selling: Understand the importance of authenticity and trust in sales and how connecting through the heart can enhance relationships with customers.The Science of Coherence: Learn about the scientific basis of heart coherence and its impact on the brain, emotions, and overall well-being.Practical Techniques: Discover a simple yet powerful technique to achieve heart coherence, which can be used before, during, and after-sales interactions to maintain focus and reduce stress.Real-World Applications: Hear how sales professionals can integrate heart-focused breathing into their daily routines to improve their interactions and overall sales performance.Emotional and Physiological Benefits: Explore the broader benefits of heart coherence, including improved sleep, reduced anxiety, and better decision-making.QUOTES
"Simplicity is crunched complexity. If things weren't simple, we'd never get there.""Life is fulfilling when you connect in the heart with whomever you're interacting with.""When you establish heart resonance, you intuitively know what to share and how to position what you have to sell.""Creating a coherent, resonant vibration by heart-focused breathing with love, care, kindness, or appreciation establishes resonance with the other person.""Incoherence is an expensive habit. Anxiety and stress can cost you dearly in sales performance."Learn more about Deborah Rozman:
LinkedIn: https://www.linkedin.com/in/deborahrozman/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:
https://whyinstitute.com/Please go to WORK BETTER NOW:
https://www.workbetternow.com/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.
SHOW SUMMARY
In this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of âSell Without Selling Outâ. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.
KEY TAKEAWAYS
Authenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.QUOTES
"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order.""If buyers are talking to you, it's because they need to. So you need to figure out what they need from you.""Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."Learn more about Andy Paul:
LinkedIn: https://www.linkedin.com/in/realandypaul/Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:
https://whyinstitute.com/Please go to WORK BETTER NOW:
https://www.workbetternow.com/Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily -
Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.
SHOW SUMMARY
In this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.
KEY TAKEAWAYS
Sales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.QUOTES
"Selling from the heart is just being a person talking to another person." - Gretchen Gordon"You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen GordonLearn more about Gretchen Gordon:
Gretchen's LinkedIn: https://www.linkedin.com/in/gretchengordonbraveheart/
The Happy Sales Manager Website: https://www.thehappysalesmanager.com/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/
Please visit WHY INSTITUTE:
https://whyinstitute.com/
Please go to WORK BETTER NOW:
https://www.workbetternow.com/
Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily
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