LARRY'S NEW BOOK IS AVAILABLE! Get your copy at Barnes & Noble.com and get special bonus items.

Episodes

Jan. 11, 2020

Jerome Gafford-Overcoming Fear

What sabotages sales success more than any one thing? Fear. This week, The Sales Doctor, Dr. Jerome Gafford, joins us to explore recent research about fear and how to overcome it. You don't want to miss this episode! Thanks To Our Friends at Send Out Cards! Give it a try and send a free card at ca…

Listen to the Episode
Jan. 4, 2020

Dreaming About Your Next Decade

Where were you 10 years ago? Where would you like to be 10 years from now? As we sit at the beginning of a new decade, these are great questions to ask. In this episode, Darrell Amy and Larry Levine explore three key areas in which sales professionals can look back and look forward to develop dream…

Listen to the Episode
Dec. 28, 2019

Tia Christiansen-Selling From an Awakened Heart

In order to sell from the heart you need to have an awakened heart. This week we're joined by Tia Christiansen. She's on a mission to awaken one million hearts. In this episode, you'll get practical advice on how you can awaken your heart to be more present to yourself, your clients, and the world.

Listen to the Episode
Dec. 21, 2019

Dan Cilley-Moving From Insight to Appointment

As we move into the new decade, Artificial Intelligence (AI) in sales will provide a growing number of insights to sales reps. We need to get great at turning these insights into appointments. There are few people to better answer this question than Dan Cilley, revenue technology expert and CEO of …

Listen to the Episode
Dec. 14, 2019

Marcus Cauchi-Becoming a Top 0.5% Sales Professional

One in two hundred sales professionals are A players, crushing quota and living with a full pipeline. How do you get in the top 0.5%? (Or, how do you re-enter the top half percent if you've slipped backwards?) Marcus Cauchi, author of Making Channel Sales Work, joins us to discuss the skills and ha…

Listen to the Episode
Dec. 7, 2019

Joe Jacobi-Building Heart Capacity

How are you investing in your heart? To sell from the heart we need to develop more heart capacity. This week you'll hear from Olympic Gold Medalist and coach, Joe Jacobi. He'll challenge you to take an inventory of your physical, mental, emotional, and spiritual heath. You'll leave with practical …

Listen to the Episode
Nov. 30, 2019

Anna and Stephanie Scheller-Growth Ideas for 2020

How are you going to grow your sales in 2020? This time of year is the time to plan for growth and we're excited to introduce you to a dynamic duo, Anna and Stephanie Scheller of The Grow Retreat. You'll be challenged. You'll also leave with four powerful ideas you can put into place to make 2020 t…

Listen to the Episode
Nov. 23, 2019

Darryl Praill-How To Engage On Social With Authenticity

How is social working for you as a sales professional? Get some practical ideas from our conversation with Darryl Praill, CMO of VanillaSoft and all-around great guy. You'll enjoy this episode and you'll be challenged to up your game on social by engaging with clients and prospects in ways that add…

Listen to the Episode
Nov. 16, 2019

Rich Cardona-A Heart of Service

Get ready to get inspired. In the week following Veterans Day here in the USA, Rich Cardona joins us to talk about what it means to serve as a sales professional. Following 17 years of service in the Marines, Rich brought his passion to serve to the business world. In this episode you'll be challen…

Listen to the Episode
Nov. 9, 2019

Chris Gingrasso-Selling From a Pure Heart

Prepare to laugh your face off and be challenged to the core. This week we're joined by our good friend, Chris Gingrasso. Calling in from the field in the middle of a busy day, Chris brings a fresh perspective to what it means to sell from the heart.

Listen to the Episode
Nov. 2, 2019

Anita Nielsen-Beat the Bots By Bringing Your Authentic Self To Your C…

Want to escape the future of artificial intelligence in sales--along with all of the current empty-suit robot reps? Anita Nielsen, author of Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career brings us some encouraging insight into how we can bring authentic emotion into the s…

Listen to the Episode
Oct. 26, 2019

Bringing Authentic Value To Clients and Prospects

Authentic relationships need to be combined with authentic value. You can have a great relationship with your prospect or client, but if they don't see your ability to deliver an outcome that is meaningful to them, the deal won't go anywhere. In this episode, Larry and Darrell discuss the importanc…

Listen to the Episode
Oct. 19, 2019

Curt Mercadante-Finding Freedom and Fulfillment In Your Sales Career

Prepare to be challenged this week by Curt Mercadante, author of the new book, Five Pillars of the Freedom Lifestyle. Authenticity is more than a slogan. Knowing who you are and having a solid sense of self is the key to being successful while finding freedom in your life. You'll appreciate this ca…

Listen to the Episode
Oct. 12, 2019

Tabitha Cavanagh-Positioning Yourself as an Authentic Candidate

Whether you are actively seeking a new job or your are simply prospecting for new business, you are constantly doing job interviews. To help, we've invited our friend, Tabitha Cavanagh to the discussion. She's functioned as a sales rep, sales leader, and now, a recruiter. You'll leave this conversa…

Listen to the Episode
Oct. 5, 2019

Lee Salz-Authentic Value in Sales

When it comes to authenticity in sales there are two sides to the coin. Yes, we need authentic relationships, but we also need to bring authentic value. This week you'll hear from the master of differentiation, Lee Salz, bestselling author of Sales Differentiation. You'll be challenged to truly get…

Listen to the Episode
Sept. 28, 2019

Todd Caponi-Radical Transparency

You are in for an inspiring treat. Todd Caponi, author of The Transparency Sale, stumbled across an epiphany that changed his sales career and led him on a journey to discover the power of radical transparency. Join us as he shares why being transparent and leading with your flaws might be the key …

Listen to the Episode
Sept. 21, 2019

Amy Volas-Leading Tenured Sales Professionals

This week we're joined by Amy Volas to discuss the topic of leading tenured sales professionals. Amy has deep experience in sales having functioned as a top-performing rep, sales manager, and now, a recruiter. If you lead a team with major account/enterprise reps, listen to be challenged with ideas…

Listen to the Episode
Sept. 14, 2019

Protect Your Current Accounts

As a tenured sales professional, you have worked hard to build their book of business. Now what are you going to do to protect the accounts you've built? This week, Larry and Darrell peel back the onion on the topic of how to protect your current accounts. During the podcast we mention our upcomin…

Listen to the Episode
Sept. 7, 2019

Jon Ferrara-Building Your Brand as a Trusted Advisor

Want to build more credibility and deeper connection with your prospects and clients? This week you'll hear from the father of CRM, Jon Ferrara. He created Goldmine in the late 80's and is the founder of Nimble. We'll take a deep dive into how to build your brand as a trusted advisor. Prepare to be…

Listen to the Episode
Aug. 31, 2019

Mark C. Crowley-Lead From the Heart

Following a successful career in sales leadership inside several of the world's largest financial services companies, Mark C. Crowley began to reflect on what drove his success. It turns out that the key to success was putting his heart at the core of all of his business interactions. Mark is the a…

Listen to the Episode
Aug. 24, 2019

Jack Hubbard: Cross Selling vs. Cross Solving

This week we're joined by the legendary Jack Hubbard to talk about trust, value, and selling from the heart. He's helped over 69,000 bankers become a resource to their clients. We'll explore the importance difference between cross-selling and cross-solving. With trust-based selling, it's "Me + You …

Listen to the Episode
Aug. 17, 2019

Jason McElhone-Erasing the Line Between Your Professional and Persona…

Prepare to be challenged to your core this week by Jason McElhone founder of RemoteSales.com and RemoteOnline.com. After losing everything and rising from the ashes, Jason made a decision to be raw, real, uncut, and unedited. He'll share his journey and why he believes we should all erase the line …

Listen to the Episode
Aug. 10, 2019

Victor Antonio-How To Frame Great Sales Conversations

Better conversations create the bigger results. This week Victor Antonio, joins us this week to take a deep dive into how to engage clients in great conversations. In a world where buyers are confused and differentiation is a myth, the person that can frame the conversation the best builds trust an…

Listen to the Episode
Aug. 3, 2019

Seth Thompson-Strategies To Build Credibility With Prospects and Clie…

Need some fresh ideas to build credibility? Seth Thompson of #sethtalks brings a fresh perspective. As a sales rep, he uses content to establish credibility, build relationships, and drive new business. You'll be inspired with practical strategies you can adapt to help build your network and your f…

Listen to the Episode