Selling From the Heart Podcast

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Jonathan Mahan, the co-founder of The Practice Lab, a training community for sales professionals looking to develop their skills through deliberate practice. He is passionate about helping salespeople cut through the clutter of tips and tactics to focus on the most impactful core sales behaviors. Jonathan Mahan joins Larry and Darrell to discuss the importance of deliberate practice in sales. He explains that while simple repetition doesn't grow skill, deliberate practice can rewire the brain and equip salespeople with the abilities they need to perform under pressure. By practicing core fundamental skills and receiving immediate feedback, sales professionals can change their behaviors and elevate the sales profession. KEY TAKEAWAYSLazy selling can be done without much practice, but high-quality selling requires intense skill development through deliberate practice.Deliberate practice involves setting clear targets, receiving feedback during practice, and implementing that feedback immediately.Sales leaders should prioritize deliberate practice to see actual behavior change and improve sales team performance.HIGHLIGHT QUOTES"Repetition alone doesn't grow skill. Deliberate practice is the fastest way to grow skill and change behavior." - Jonathan Mahan"Practice takes knowledge and brings it into a part of the brain that's accessible under pressure during a performance." - Jonathan Mahan" Learn more about Jonathan Mahan:  LinkedIn: https://www.linkedin.com/in/jtmahan/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:http://sellingfromtheheart.net/why-osPlease go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Kelly Riggs the author of the book Counter Mentor Leadership and is a speaker and business performance coach for executives and companies throughout the United States. He is known for his leadership, sales development, and strategic planning expertise.Kelly Riggs joins the Selling from the Heart podcast to discuss the need for authenticity and relationship-building in sales. He emphasizes the importance of character in sales professionals and the need to focus on the customer's best interests. Kelly also challenges the traditional approach to sales training, suggesting that it often results in inauthenticity and product-focused selling. He advocates for a shift towards a coaching culture and ongoing sales development to create lasting change and improve sales results.KEY TAKEAWAYSAuthenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.Traditional sales training often focuses too much on product knowledge and can lead to inauthentic and pushy sales tactics.Building relationships and trust with customers should be a priority, and salespeople should focus on understanding the customer's needs and providing value.Sales leaders should create a coaching culture and provide ongoing development for their sales teams to improve skills and behaviors.Effective sales coaching involves ongoing support, reinforcement, and accountability to ensure that new skills are implemented and behaviors are changed.HIGHLIGHT QUOTES"The line between a sales professional and a capable con artist is character." - Kelly Riggs"Sales training, as it is currently practiced, simply doesn't produce the results we're looking for." - Kelly Riggs"We turn salespeople into product pushers, and it's why customers don't like salespeople." - Kelly Riggs"You don't build relationships in business the way you do in the real world." - Kelly Riggs"Closing is overrated. It's about building trust and relationships." - Kelly RiggsLearn more about Kelly: LinkedIn: https://www.linkedin.com/in/kriggs/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:http://sellingfromtheheart.net/why-osPlease go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by DB Bedford the CEO and founder of iNeverWorry Consulting a company that specializes in Emotional Intelligence and trains staff and leadership on how to effectively manage their behavior and make better personal decisions to achieve positive results.DB Bedford discusses the importance of emotional intelligence (EI) in sales. Emotional intelligence is the ability to recognize and manage one's own emotions and the emotions of others. He explains that emotional intelligence allows individuals to feel their emotions without letting them overpower their intelligence.  DB shares his personal journey of transformation from a life of crime to becoming an emotional intelligence coach. He highlights the role of perspective and being present at the moment in reducing worry and anxiety. DB also emphasizes the importance of building rapport and relationships with clients, as well as being intentional about creating positive experiences.HIGHLIGHT QUOTES"You have to be intentional about inspiration." - DB Bedford"I don't have to offer. People want more. They want to know more because they want to stay connected. And I want to stay connected to them. And that's genuine. So I also don't go places where I don't want to be inspired. You know what I mean? So I choose where I go and where I show up. If I decide that I'm part of the conversation, I'm bringing all the light, I'm bringing all the energy." - DB Bedford Learn more about DB Bedford: LinkedIn: https://www.linkedin.com/in/db-bedford-324bba4b/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/preorder to pre-order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:http://sellingfromtheheart.net/why-osPlease go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Tim Rohrer, Tim is the author of "Sales Lessons of the World's Greatest Mentor" and an award-winning sales director with over 25 years of experience in sales and sales management. He is a coach, mentor, and consultant who believes in the power of story, personal growth, and building trust in sales.He shares the story of his mentor, Dick Harlow, and the valuable lessons he learned during his early years in sales. Tim emphasizes the importance of integrity and selling from the heart, focusing on the customer's goals and objectives. He also highlights the significance of mentorship and the impact it can have on a salesperson's success. Tim's book offers 16 lessons from his mentor, providing valuable insights and guidance for sales professionals. HIGHLIGHT QUOTES"Selling from the heart means selling with integrity, being transparent, and ensuring that every transaction is a win for both parties.""Integrity is about doing the right thing because it's the right thing to do.""The most successful people are the ones who help others.""You can't rely on someone else to turn your kayak over. You have to write your own kayak.""Presentation is everything in sales. It's about people buying you and making an emotional connection.""The way you present your product or service can make a difference in how people feel about it and add value." Connect with Tim Rohrer at the link belowLinkedIn: https://www.linkedin.com/in/timjmrohrer/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.  SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:http://sellingfromtheheart.net/why-osPlease go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Ryan Hartley, Ryan is the founder and heart and mind behind Always Better Than Yesterday. He is a heart-centered coach, consultant, and community leader. Ryan is also the host of the Always Better Than Yesterday podcast.Ryan explains that love is an energy, not just an emotion, and that it is a life source of energy that calls us to serve others. He discusses the concept of heartprint, which refers to our impact on others in every interaction. Ryan encourages leaders to lead from the heart and create a safe and compassionate environment for their team members. He also highlights the importance of self-awareness and self-discovery in connecting with one's own heart and being authentic in sales interactions. HIGHLIGHT QUOTES"Selling from the heart comes from wholeness. The people we serve don't lack anything." - Ryan Hartley"Love is an energy, a life source energy that calls us out of our comfort zone to put others' needs before our own." - Ryan Hartley"The way you start your day is the way you'll finish your day." - Larry Levine Connect with Ryan Hartley in the link belowLinkedIn: https://www.linkedin.com/in/ryanhartleyabty/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.  SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:http://sellingfromtheheart.net/why-osPlease go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Marc Clausen, a global sales and sales performance strategy coach at IBM, to discuss the importance of coaching in sales leadership. Marc shares his insights on where sales leaders often go wrong in their coaching approach and provides valuable tips on how to be an effective coach. He emphasizes the importance of serving both customers and sales teams and highlights the value of co-creating and collaborating with clients. Marc also introduces the GROW model for coaching and explains how it can help sales managers guide their teams to success. HIGHLIGHT QUOTESMarc's definition of selling from the heart - Marc Clausen: “I think you sell from the heart when you know the customer. I think you sell from the heart when they know you. And you've got integrity in the kind of man or woman you are when you show up in their environment.”Importance of coaching and the need for training for sales managers - Marc Clausen: “I think one of the mistakes that a lot of sales managers make is they do really great cadence calls. They know how to inspect, well, who's the buyer? What's the budget? When's it going to close? Who's your competition? What's their thing look like? And as sales reps feel beat up quite often, they get into the end of the month, the end of the quarter, the end of the year, and they're trying to deliver their sales plan.” Connect with Marc Clausen in the link below:LinkedIn: https://www.linkedin.com/in/marcclausen/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.  SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:http://sellingfromtheheart.net/why-osPlease go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Stacey Hanke, the author of two books, "Influence Redefined" and "Yes You Can! Everything You Need to Know from A to Z to Influence Others to Take Action." She is an expert in communication and influence, helping individuals enhance their influence and build trust through clear messaging and body language.Stacey emphasizes the importance of going back to the basics in sales and communication. In a world filled with noise and distractions, it is crucial to focus on warmth, sincerity, and authenticity. Influence is about consistent body language and messaging, as well as the ability to move people to take action long after the interaction has occurred. Hanke encourages sales professionals to seek feedback and record themselves to increase self-awareness and improve their influence. By paying attention to how they show up and being consistent in their personal brand, sales professionals can stand out and build trust with their clients. HIGHLIGHT QUOTESWhat does Selling from the Heart mean? - Stacey: “Selling from the heart is thinking like an athlete, that no matter how great you are, you know, there is always this journey of constant development.”Discussion on the meaning of influence in sales - Stacey: “When I work with sales professionals, I keep telling them, you can't turn this on and turn it off. Right. It's the consistency of that. Body language and messaging, whether you're on the screen, whether you're in person or social media. That's one side of it, Darrell. The other side is that you have this ability to move people to take action long after the interaction has occurred. I think there's one thing that the three of us have in common, and we have common with your followers, is influence doesn't necessarily happen in the first interaction, but it's a series of how people experience you that are consistent every time. That consistency, to me, is key, especially now more than ever, because I see my clients show up a certain way on Zoom, and then I'll meet them in person, and I'm thinking, okay, that's not the same. That's different.” Connect with Stacey and check her work in the links below:LinkedIn: https://www.linkedin.com/in/staceyhanke/Website: https://staceyhankeinc.com/ Learn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Joanne Black, America's leading authority on referral selling and the founder of No More Cold Calling. She helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time. Joanne discusses the importance of referral selling. She shares her insights on how salespeople can build and leverage their referral networks to create a sustainable and successful sales career. She also emphasizes the need for authenticity in sales and the importance of putting the client first. HIGHLIGHT QUOTES The importance of asking for referrals - Joanne: "Because as salespeople we have the relationships and when we've closed a deal, we've talked to more than one person. Typically, yes, right. And we know when we've clicked with people, it's not everybody, but I imagine there must be three or four people that we've connected with during the buying process. All those people we can ask and they're glad to help, they just don't know what to do." Connect with Joanne and check her work in the links below:LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/No More Cold Calling: https://www.nomorecoldcalling.com/ Learn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Paul Caffrey, the co-author of the book "Work Before The Work: The Hidden Habits of Elite Sales Professionals That They Use to Outperform the Competition." Paul has spent the past 14 years mastering the sales profession and is trusted by some of the world's biggest brands and most innovative scale-up tech companies.Paul shares his insights on sales preparation and how it can help sales professionals outperform their competition. He discusses the importance of developing a growth mindset, setting goals, and planning your day. Paul also shares his thoughts on the role of authenticity in sales and how it can help build trust with customers. Additionally, he discusses the six habits that elite sales professionals use to achieve success.HIGHLIGHT QUOTESImportance of clarity in sales - Paul: "You have to speak about outcomes. You need to be that visionary to bring people along with you. But if you're not clear on what you expect and how you expect it to be done, can you prospect and find some opportunities or can you work that territory that means a hundred different things to a hundred different people, And again, yes, specificity, it just means that you're able to then row in the right direction.” Connect with Paul and get his book:LinkedIn: https://www.linkedin.com/in/paulcaffrey/Book: https://www.amazon.com/Work-Before-Professionals-Outperform-Competition/dp/1774583003/Claim one of 10 copies of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition".  Paul M. Caffrey has also offered listeners of the Selling from the Heart podcast 1:1 coaching with incredible output, a personalized report to improve how you sell along with guidance on how to advance your career. Be quick as there is limited availability!! Both are available at this special link: https://www.paulcaffrey.com/heart  Learn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

HIGHLIGHT QUOTESWhat does it mean to sell from the heart? - Larry: "It depends on what's in your heart, again, goes back to how your authentic self sells you. You have to be willing to do the inner work when you uncover who your true self is when you uncover what's in your heart, amazing things start to happen. But it's just how you can connect and how you can relate to people." Learn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.  SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.