Episodes

Every sales professional goes through seasons of frustration and even despair. There is an aspect of sales that is very emotional. Let the negative emotions fester and they can drag you down, shipwrecking your career. In this episode, Larry Levine …

Inspired by two recent trips in first class, Darrell's blog article, First Class is a Seat, Not an Experience, we explore why sales professionals should go the extra mile to create a first class experience for their prospects and clients. …

Forget the Wheaties, oatmeal, or All American Grand Slam. Selling From the Heart Champions eat feedback for breakfast. In this episode you'll be challenged to go to your middle-of-the-road clients and ask for feedback. The goal is to double your …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

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 …

Do you have any deals that have been stuck in your sales funnel for far too long? In this episode, Larry Levine and Darrell Amy explore two key reasons deals get stuck in the funnel and how you can get …

James Muir, author of the best seller, The Perfect Close, joins us this week to discuss how sales professionals and their managers can transform their results by turning the focus inward. You'll learn about the power of knowing who you …

What's holding you back from filling the empty suit and becoming a sales professional with substance? It takes a plan, practice, and preparation. Larry Levine and Darrell Amy discuss the top things holding sales reps back: fear and ego.

Many sales professionals are empty suits, having lots of style but lacking substance. The week we explore ways to fill the empty suit with the intangibles that build competitive advantage, inspire loyalty, and generate referrals. You'll be challenged! Also, get …

In sales situations with high sales resistance from buyers with sales reps pressured for performance it can be a struggle to drive good conversation. Yet it's conversation is the foundation of any relationship, the basis for trust, and the vehicle …

As we head into year 2 of the Selling From the Heart Podcast, it's time for a manifesto! What does it mean to sell from the heart? Larry Levine and Darrell Amy explore the planks of a manifesto. It's punchy, …

Nobody embodies the spirit of selling from the heart more than Tom Hopkins. We're proud to have Tom as the guest of honor on as we celebrate the one year anniversary episode for the Selling From the Heart Podcast! You'll …

If you want a full sales funnel, you need a full relationship funnel. Every relationship begins with a conversation. In this episode, Larry Levine and Darrell Amy get practical with street-smart tactics to start great conversations with your prospects. A …

Freshly energized from the sold out Outbound Conference, Larry Levine shares his top five takeaways from speakers like Jeb Blount, Mike Weinberg, and Anthony Iannarino. Here are the top 5 takeaways: Pipe is Life! Don't Overcomplicate Recognize the Importance of …

How do you set yourself apart? Focus on the things that are unequal! This week, our special guest, Phil Gerbyshak (http://www.philgerbyshak.com/) shares strategies to differentiate yourself by connecting with your values and aligning your behaviors with your values. We'll talk …

One of the biggest things sales reps struggle with is differentiating themselves from the sea of competition. This week Darrell Amy and Larry Levine share strategies to differentiate by bringing unique insight and deep understanding.