Selling From the Heart Podcast

To celebrate the launch of the Selling From the Heart book on Wednesday, September 19, we're joined by Keenan, a true Selling From the Heart Champion. This week we explore what it takes to stoke the fire of passion that drives you to do the hard work to be a true one-percenter. Listen in and get fired up! Keenan is the founder of A Sales Guy and author of Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 and Darrell Amy get gut-level honest about sales funks, brainstorming practical ways to get back on track. If you're in a funk, you need to listen to this episode. If you're not in a funk, take these ideas to heart--you may need them someday! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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. Larry shares some stories from his field experience and challenges all of us to step up our client experience. Enjoy!Download Now Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 list of raving fans by the end of the year. Listen in to learn more. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 value, we'll get vetted out of the deal. In this episode, Larry Levine and Darrell Amy take an honest look at what it takes to become more valuable, a process called "self enablement." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 value--individual value that comes from you as a sales professional. Larry, Darrell, and Deb discuss ways sales professionals can create value in the sales process. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 new business. Beyond that, the real question is, "How are you opening conversations?" This week Larry and Darrell explore the different ways to start a conversation to set up a successful close. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 your competition. In this episode we discuss the importance of understanding the value you bring from three perspectives: your company, yourself, and your clients. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 sales team energized for growth. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 to build a foundation for a healthy sales funnel? In this episode, Larry Levine and Darrell Amy explore the power of prospecting to fill the relationship funnel. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.