Selling From the Heart Podcast

Jake Thompson is the founder and Chief Encouragement Officer at Compete Every Day, a lifestyle brand dedicated to fostering a competitive mindset for personal and professional growth. As a keynote speaker, author, and performance coach, Jake helps individuals and organizations harness the power of resilience, motivation, and leadership to achieve their goals. Through his work, Jake inspires people to embrace competition as a way to drive continuous improvement and achieve success in all aspects of life.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy engage in an inspiring conversation with Jake Thompson, founder of Compete Every Day. Together, they explore the vital role of a competitive mindset in sales and how cultivating resilience, motivation, and authenticity can lead to long-term success. Jake shares strategies for overcoming the comparison trap, building mental toughness, and fostering healthy competition within sales teams. This episode is packed with actionable insights to help sales professionals navigate challenges, embrace a growth mindset, and focus on relational selling for lasting impact.KEY TAKEAWAYSResilience Training: Learn how to build resilience by handling rejection, sticking to a process, and bouncing back after setbacks.Healthy Competition: Discover how to encourage healthy competition within teams by focusing on process praise, gamification, and leveraging team dynamics.Overcoming Comparison Syndrome: Gain insights into managing the negative effects of comparison, which is often amplified by social media.Coaching and Mentorship: Understand the role of sales leaders in sharing their experiences and providing continuous coaching to help their team develop.Long-Term Success: Embrace a mindset that values relationships and consistent effort over quick, transactional wins.Daily Routines for Success: Learn how to structure your day into productive quarters to stay focused and resilient in the face of challenges.QUOTES TO REMEMBER"We must move from a transactional sale to a relational sale.""It's all about relationships and building them for the long term.""Resilience is built in struggle.""How are you competing every day—with your fears, doubts, insecurities, and rejections?""Sales is a full-contact sport. You're going to get knocked down, but you have to pick yourself back up.""Be consistent and hold yourself radically disciplined to make sure it happens."WHY YOU NEED TO LISTEN:This episode is packed with practical strategies for cultivating a competitive mindset that helps sales professionals thrive in tough environments. Whether you're looking to boost your mental toughness, develop resilience, or improve your sales performance, Jake Thompson’s advice will inspire you to compete with yourself and drive long-term success in your sales career.FOLLOW THE CONVERSATIONJake Thomposon's LinkedIn. Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Simon Hares is the founder and lead trainer at SerialTrainer7, a training and development consultancy. He specializes in sales training, leadership development, and coaching. With a background in sales and management, Simon provides tailored training solutions to help businesses improve their sales performance and develop their leadership capabilities. He is known for his engaging training style and practical approach to skill development. SHOW SUMMARYIn this insightful episode, hosts Larry Levine and Darrell Amy are joined by Simon Hares, founder of SerialTrainer7, to explore how the principles of hospitality can significantly enhance the sales experience. Simon shares how applying core hospitality values, like care and attentiveness, can lead to exceptional client experiences and improved sales performance. KEY TAKEAWAYS The Intersection of Sales and Hospitality: Learn how principles from the hospitality industry, such as ultimate care and attentiveness, can be applied to sales to create better client experiences. Client Anticipation and Trepidation: Understand the psychological stages clients go through during the sales process and how to address their needs and concerns effectively. Sales Inspections: Explore the importance of allowing clients to "inspect" your offerings and how to confidently handle their queries and objections. Hospitality's Five Pillars: Delve into the five pillars of hospitality—anticipation, trepidation, inspection, fulfillment, and evaluation—and their relevance to the sales process. QUOTES “The role of a salesperson is to give the client exactly what they want and more of what they didn’t realize they needed.” “When you shine the light on others, watch what starts to happen.” “Hospitality shares a word with hospital and hospital is defined as ultimate care.” “Clients want to do the same fact-finding with us that we do with them.”FOLLOW THE CONVERSATIONSimon Hares LinkedInLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Meet Lyndsay Dowd, a powerhouse business coach and keynote speaker known for her passion and expertise in transforming leadership and organizational culture. With over 23 years at IBM, Lyndsay led high-performing sales teams, earning accolades like Top 10 Coach from Apple News, 2023 Award for Innovation and Excellence, and Business Coach of the Year. Following an unexpected career pivot, Lyndsay founded Heartbeat for Hire, where she now helps organizations create vibrant, positive cultures that drive success. As the host of the globally ranked Heartbeat for Hire podcast, Lyndsay captivates audiences with her dynamic approach, inspiring stories, and actionable leadership advice.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Lyndsay Dowd to reveal the secrets behind creating positive organizational cultures that inspire and motivate. Drawing on her extensive experience in sales leadership and business coaching, Lyndsay shares game-changing strategies for fostering trust, leading with heart, and building a culture where people thrive. From actionable insights on listening tours to the power of empathy in leadership, this episode is packed with practical tips that will help you transform your team dynamics and elevate your business results.KEY TAKEAWAYSHeart-Centered Leadership: Discover how leading with authenticity and integrity can revolutionize your workplace, directly impacting your team’s performance and client satisfaction.Listening Tours for Leaders: Uncover the powerful impact of truly listening to your team to build trust and create a culture of openness and support.The New Power Skills: Empathy, communication, and integrity are no longer “soft skills”—they are critical power skills that build strong, lasting relationships in business.Cultural Impact on Success: Learn how a positive and trust-filled culture boosts employee satisfaction, productivity, and client outcomes.Authenticity in Sales: Stand out in complex sales environments by leading with heart and building genuine connections that foster long-term success.QUOTES TO REMEMBER"Integrity will always keep you at the top of the totem pole.""The best sellers and leaders do this deep within their spirit—it’s a game changer.""When you lead with heart, you build relationships that people want to invest in.""The way you treat your people has a direct impact on how they treat your clients."FOLLOW THE CONVERSATIONLyndsay's Dowd LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Bethany Ayers is a seasoned Chief Operating Officer and co-host of The Operations Room podcast. With extensive experience in building successful go-to-market strategies, she has been instrumental in raising over $200 million from top investors like Softbank and Bessemer. Bethany has served as COO at leading companies such as Peak AI, NewVoiceMedia, and Codility. Currently, she also lends her expertise to the boards of AI companies ToffeeAM and DeepOpinion.SHOW SUMMARYIn this insightful episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by tech executive Bethany Ayers to explore the power of combining authentic relationship-building with a disciplined sales process. Bethany shares her transformation from a quota-carrying sales professional to an operations leader, highlighting the critical balance between empathy and process in driving sales success. Discover how to create demand, build trust, and refine your sales strategies with Bethany’s actionable tips, making this episode a must-listen for anyone looking to elevate their sales approach.KEY TAKEAWAYSAuthenticity and Process: The best sales strategies blend genuine relationships with a structured sales process, ensuring you connect authentically while driving results.Creating Demand: Go beyond rapport-building by identifying and amplifying your customer’s pain points, creating a compelling need for your solution.Importance of Urgency: Injecting urgency and consistent follow-ups are key to staying top-of-mind in a competitive landscape where prospects are often overwhelmed.Customer-Centric Sales Process: A well-defined sales process helps keep the focus on customer needs, fostering stronger relationships and better sales outcomes.Overcoming Hesitancy: Don’t shy away from diving deep into customer challenges. Tackling these issues head-on is essential for delivering real value and driving sales growth.QUOTES TO REMEMBER"When you shine the light on others, watch how fast they start to open up.""Being yourself is not enough. It's important, but it's more than being yourself.""The sales process makes us think about what it is to be the customer and not to take things personally.""Sales professionals must inject urgency and consistently follow up to stay relevant in a world full of competing priorities."FOLLOW THE CONVERSATIONBethany Ayers' LinkedIn: https://www.linkedin.com/in/bethanyayers/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern California’s Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.SHOW SUMMARYIn this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.KEY TAKEAWAYSAuthenticity in Sales: Authenticity isn’t just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.QUOTES"The best sellers on the planet just care differently than everybody else.""You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible.""If we're in the people business, then you have to give a rip about people in many different ways.""The greatest salespeople are great because of what they’re thinking, not just what they’re doing."FOLLOW THE CONVERSATIONGarrett Brown’s LinkedIn: https://www.linkedin.com/in/garrettjbrown/Colin Coggins’s LinkedIn: https://www.linkedin.com/in/colincoggins/Learn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this engaging discussion, Stephanie Chung, an accomplished executive and author of 'Ally Leadership,' shares her innovative approach to sales through the lens of neuroscience. She emphasizes the importance of authenticity in building trust and outlines her ALLY framework—Ask, Listen, Learn, Act. Stephanie provides strategies for preparing for multi-stakeholder pitches and highlights the necessity of mastering conversational competence. Listeners gain practical insights on how to elevate their client relationships by understanding the brain's role in trust.

David Olcott is a seasoned professional in the field of sales and business development. With over 20 years of experience, he has honed his expertise in creating and implementing revenue growth strategies for various organizations. David is particularly known for his work in the B2B sector, where he has successfully led teams to achieve significant sales targets and foster long-term client relationships. He is also a noted speaker and author, contributing valuable insights on topics such as sales techniques, customer engagement, and strategic planning. Throughout his career, David has been associated with various initiatives and companies, consistently demonstrating his commitment to driving growth and innovation in the sales industry.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by David C. Olcott, founder, president, and CEO of Samurai Success. The conversation centers on bringing authenticity and trustworthiness to the sales profession. Highlights include celebrating the success of Larry's book 'Selling in a Post-Trust World,' the importance of inward self-work for meaningful sales success, and David's insights on integrating spirituality and authenticity in sales. Listeners will gain practical strategies for aligning personal values with professional actions to create richer, more genuine client relationships.KEY TAKEAWAYSAuthenticity in Sales: True success in sales comes from being authentic and showing up fully in every interaction. This involves deep inner work and a commitment to aligning your actions with your true self.The Role of Frequency: Sales professionals emit a frequency or energy that others can sense. Being aware of your frequency and working on it is crucial to creating trust and building authentic relationships.Inner Work is Key: Before focusing on sales strategies, it's essential to work on yourself. This includes understanding and addressing your emotional and mental states, as these directly influence your sales outcomes.Resilience Against Negative Energy: Sales can be a rollercoaster, with frequent rejections and challenges. Developing strategies to maintain a positive frequency throughout the day, even in the face of adversity, is vital.The Inward Turn: Success in sales is not just about external tactics but about turning inward and ensuring you are in the right state of mind and heart before engaging with clients.QUOTES"If you want to make sure there's brownies at the holiday party, bring the brownies. The same goes for sales—bring your full self, complete and authentic, to every interaction.""Sales isn't just about closing deals; it's about showing up with the right energy, frequency, and authenticity that others can feel and trust.""Strategies only take you so far; it's your beliefs and the inner work you do that truly drive your success in sales."Learn more about David OlcottLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Order 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy discuss the official launch of Larry’s new book, 'Selling in a Post-Trust World.' They delve into the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits in building trust in today's sales environment. Larry urges listeners to pre-order the book from Barnes and Noble to help gain broader distribution and offers exclusive access to a 12-episode private podcast diving deeper into each book chapter. They also share success stories and emphasize the critical nature of trust in sales, providing practical insights for sales professionals to thrive in a skeptical market.KEY TAKEAWAYSTrust is the Foundation of Sales Success: Without trust, no sale can be made. Building trust quickly and authentically is crucial in a world where buyers are more skeptical than ever.Authentic Relationships Matter: Know your clients beyond the surface level. Understanding them personally and professionally is key to forming lasting bonds that lead to successful sales.Soft Skills Yield Hard Dollars: Mastering people skills and relationship-building can significantly impact your sales results by bridging the trust gap with clients.Practical Trust Formula: The episode introduces a simple yet effective trust formula that sales professionals can apply immediately to enhance their credibility and connection with clients.Exclusive Bonuses for Pre-Orders: Listeners are encouraged to pre-order Selling in a Post-Trust World to gain access to a private podcast series that dives deeper into each chapter of the book.QUOTES"In order to sell from the heart, you’ve got to give a rip—about yourself, your clients, and the value you bring to the table." – Larry Levine"Trust is the currency of sales. Without it, your deals are just numbers stuck in a pipeline." – Darrell Amy"We need to shine the light on our clients, not on ourselves. It’s about making it ‘we,’ not ‘me.’" – Larry LevineLearn more about Darrell and Larry:Darrell's LinkedIn: Darrell AmyLarry's LinkedIn: Larry LevineWebsite: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

With over 15 years of experience, Kristie Jones has dedicated her career to helping small and mid-size companies grow their revenue. Her passion lies in bringing visions to life by driving growth for teams, individuals, and companies. Kristie specializes in new business development, retaining and upselling existing customers, and sales management, primarily working with small and mid-sized SaaS companies, whether privately held or funded.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy discuss the transformative power of authentic relationships and trust in sales. Larry introduces his new book, 'Selling in a Post-Trust World,' and emphasizes the importance of supporting the launch by obtaining advanced reader copies. The hosts are joined by Kristie Jones, a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.KEY TAKEAWAYSKnow Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.QUOTES"Do the right thing and the right things will happen.""Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5.""Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better.""Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers.""It's not just about selling; it's about selling from the heart."Learn more about Kristie Jones: LinkedIn: Kristie JonesLearn more about Darrell and Larry: Darrell's LinkedIn: Darrell Amy Larry's LinkedIn: Larry Levine Website: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Discover how to transform transactions into lasting partnerships with Dr. Cindy McGovern!ABOUT THE GUESTMeet Dr. Cindy McGovern, also known as the "First Lady of Sales." Dr. McGovern is a renowned sales and leadership expert, speaker, and author. She is the founder of Orange Leaf Consulting, which helps businesses boost their sales performance. Her book, "Every Job Is a Sales Job: How to Use the Art of Selling to Win at Work," reveals how everyone, regardless of their role, can leverage sales skills to succeed.As a sought-after speaker, Dr. McGovern shares her wisdom on sales and leadership at conferences and corporate events worldwide. Her focus on relationship-building, effective communication, and understanding customer needs is transformative for individuals and organizations alike.SHOW SUMMARYJoin Larry Levine and Darrell Amy in this exciting episode of the Selling from the Heart podcast as they sit down with Dr. Cindy McGovern. Dubbed the 'First Lady of Sales' and Wall Street Journal bestselling author, Dr. Cindy delves into the essence of authenticity and trust in sales. Discover the journey from 'Transactionships' to meaningful partnerships and how to deepen connections for greater success. Celebrate the success of 'Selling in a Post-Trust World' and learn how you can get early access to this game-changing book.KEY TAKEAWAYSAuthenticity in Sales: Being genuine is key to building client trust.Personal Branding: Align your personal brand with your true self.Communication Matters: Every interaction builds or erodes trust.Planning and Authenticity: Combine strategic planning with authenticity for successful sales interactions.Transactional to Partnership: Shift from transactional relationships to trust-based partnerships.Internal Trust: Build internal trust to effectively cross-sell and provide comprehensive client solutions.QUOTES"Selling from the heart can sometimes mean walking away if it's not right.""If you want to have a never-flowing sales funnel, you’ve got to build a never-flowing relationship funnel.""Every interaction is a transaction of trust.""You're responsible for how you show up.""Move from transactional relationships to partnerships by deepening trust and being authentic."CONNECT WITH DR. CINDY MCGOVERNLinkedInCONNECT WITH DARRELL AND LARRYDarrell's LinkedInLarry's LinkedInSelling from the Heart WebsiteGET THE NEW BOOK!Discover how to sell more without destroying your relationships and reputation.Pre-order at B&N and get access to Bonus Items! Get your Selling in a Post-Trust World copy here.ORDER NOWVisit Barnes & Noble to preorder the rerelease of Selling from the Heart. Order your copySUBSCRIBE TO OUR YOUTUBE CHANNEL!Don't miss out on more insightful content. Subscribe now! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.