Selling From the Heart Podcast

Welcome to the new format of the Selling from the Heart podcast with your hosts Darrell Amy and Larry Levine. Today, they feature Keith Lubner, Chief Business Strategist at Sales Gravy. Like Darrel and Larry, Keith is fanatical about developing relationships with people who share his values.Keith also shares his insights on mastering the basics to weather any downturn and his thoughts on the number 1 skill sales professionals need in 2023 and beyond: time management. He also comments on radical consistency and showing up ready to genuinely help and create meaningful connections. HIGHLIGHT QUOTESNo matter the economic situation, the basics will make you win - Keith: "Get back to the basics because the basics always, always win. Look at all the sports teams out there, the ones that win championships. Every single one of them, they do the basics really well if you analyze it. Football teams, they're doing the blocking and tackling really well and they're not getting penalties. They're running the routes really well. The simple things. The basics."Emotional and people discipline are essential to sell from the heart - Keith: "It's emotional discipline and it's people discipline. And they forget about those and what happens is you start running people over. And what you have to remember... it's a dual process in sales. You have to be outcome-focused and driven to put something to the pipeline but you also have to be relationship-focused as well."Connect with Keith:LinkedIn | WebsiteLearn more about Darrell, Larry, and Selling from the Heart:Darrell | Larry | Website Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

There are times in your sales career when you hit a wall and the questions come. What am I doing? What is this all about? Who am I? These questions came to the surface with our friend, Carrie McCann. In the middle of a highly successful sales career she began to ask questions. Today you'll be inspired as you hear her story. You'll leave with some great ideas. More importantly, you'll leave with some powerful questions. Get ready to be inspired! Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Get ready to embrace the power of gratitude! Elizabeth Cottrell is on a mission to catalyze a movement of heart-spoken notes of gratitude and encouragement. She is the author of Heart Spoken: How To Write Notes That Connect, Comfort, Encourage, and Inspire. In this conversation you will be challenged and coached on how to develop a habit of sending personalized notes to your clients, prospects, coworkers, suppliers, and friends. Find additional ideas and resources on Elizabeth's website at www.heartspoken.com. Want to send a personalized card? Check out https:www.sendoutcards.com/u/fromtheheartcards. Send your first card for free. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Ethics are at the core of an authentic sales professional. You're going to enjoy this conversation with Jonason Goldson as he coaches us on the importance of ethics in sales. We'll explore how to build trust as you get clear on your values. You'll be challenged as we talk about how to avoid ethical blindspots. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

There are many parallels between high-performance athletes and high-performance sales professionals. Our new friend, J.R. Butler, brings real-world insight from the intersection of athletic and sales performance. In this powerful conversation, you'll learn the difference between someone that has plays at sales and a true sales professional. You'll be inspired to take action around the 3 P's of sales success.Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In a post-trust world, authenticity is critical for sale success. Finka Jerkovic is the author of Sell from Love. She coaches us on the dimensions of authenticity. You'll be challenged to discover your authentic self and show up in a meaningful way with empathy and purpose. Make sure to stay tuned as she talks about the four types of transformation we can deliver as sales professionals. You're going to love this conversation!Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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.

Sales professionals are entrepreneurs. We are continually asked to innovate, figuring out how to uncover relevant problems and motivate change. Bob Moesta's career has been at the center of innovation. The ideas from his new book Learning to Build: The 5 Bedrock Skills of Innovators and Entrepreneurs, are profoundly relevant to sales. Grab a pen and a notepad and get ready to learn five ideas (plus one bonus one at the end) that will positively impact your ability to sell--especially in these challenging times!Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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.

As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover brings us insight from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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.

Of course we all want to win the deal. However, our friend, Casey Jacox, believes that the most important thing is to win the relationship first. He's the author of WIN the RELATIONSHIP, not the DEAL: Six Common Sense Strategies to Succeed in Life & Business. In this conversation you'll discover the power of winning the relationship. You'll discover a helpful formula. And you'll learn the two things that many salespeople miss when it comes to relationship building.Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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.

What if the biggest competitor isn't the status quo but actually your prospect's inability to make a decision? Matt Dixon, co-author of The Challenger Sale, The Challenger Customer, and the new book, The JOLT Effect, shares an insightful conversation about how customers overcome indecision.If you have deals stuck in the pipeline, you'll appreciate the ideas in this conversation! Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: 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.