Episodes

With a new year on the horizon, true sales professionals have the opportunity to build a personal business plan. After all, we are all entrepreneurs in our own territories. As such, we all need a plan. In this episode, your …

The final weeks of the year are upon us. It's time to plan for 2018. Sales professionals go above and beyond the expectations of their company, creating their own plans to excel. This week Larry Levine and Darrell Amy challenge …

The one, the only Keenan joins us this week to weigh in on self-awareness and vulnerability as core attributes of successful sales professionals. Keenan is the founder of A Sales Guy and author of Not Taught, one of our all-time …

This week we're joined by one of our favorite authors, Bernadette McClelland, author of The Art of Commercial Conversations. You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance …

During this Thanksgiving week, we're reminded how gratitude plays a critical role in the success of a sales professional. In this episode, Darrell Amy and Larry Levine explore ways that sales reps can express gratitude by being thankful and giving …

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 …

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, …

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 …

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.

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 …

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 …

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 …

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 …

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 …

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 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 …

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 …

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 …

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 …

All sales reps have to do sales activities, but true sales professionals have a purpose behind each activity. In this episode, Larry Levine and Darrell Amy explore ways salespeople can add purpose to every sales activity.

This week we go deeper into the hard work that sales professionals need to do to be in the top 1%. We'll talk about how sales reps need to be brokers of ideas and innovation by learning new things and …

There is a big difference between a sales rep and a sales professional. In this episode, Larry Levine and Darrell Amy explore the importance of hard work. Professional athletes do plenty of hard work, practicing their sport. We need to …

What is your story? Stories are powerful--especially when they are genuine. In this episode, Darrell and Larry explore the power of two types of stories in the sales process. The first story is your own story. What experiences have you …