Welcome to the Selling From the Heart Blog

Find challenging articles to help you discover your authentic self and maximize your sales results.

Amy Volas-Leading Tenured Sales Professionals

Amy Volas-Leading Tenured Sales Professionals

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Four Ways Sales People Who Sell On Price Shoot Themselves In The Foot… and Destroy Industries

Four Ways Sales People Who Sell On Price Shoot Themselves In The Foot… and Destroy Industries

As a sales professional, you have a choice between two different ways to value and price your recommendations. You can base your price on the value you add or you can take the easy way and base your price on the money you save. Pricing based on saving the prospect money over their current spend seems like the easy way out.Many sales reps do this thinking it’s a fast way to win a deal. But there are four huge problems with this approach.
3 Key Ingredients To Bring To The Business Table

3 Key Ingredients To Bring To The Business Table

If you wish to sit with executive leaders at the decision-making table, you need to learn, consume and mirror their characteristics. Larry Levine shares the three ingredients: sincerity, substance, and heart.
Curiosity as a Sales Skill

Curiosity as a Sales Skill

One of the best sales skills you can develop is curiosity. When you have a genuine interest in learning about your prospect’s business, the authenticity shines brightly.
Sales Prospecting With a Positive Attitude

Sales Prospecting With a Positive Attitude

One of the best ways to increase sales prospecting effectiveness is by fueling and maintaining a positive attitude. Darrell Amy shares strategies to develop a positive prospecting attitude.
What Is Business Acumen?

What Is Business Acumen?

Business Acumen is the #1 skill B2B sales reps can develop to increase their effectiveness. In this article, Darrell Amy gives a clear definition of business acumen.
Two Critical Ways To Develop Tenured Sales Reps

Two Critical Ways To Develop Tenured Sales Reps

We spend a lot of time investing in basic sales skills. But what about our tenured reps? Darrell Amy shares the two skills we should develop in tenured reps: business acumen and relational selling.
Are You Building Relationships Or Burning Bridges?

Are You Building Relationships Or Burning Bridges?

Sales reps need to build bridges to prospects by developing authentic relationships. Larry Levine challenges sales reps and gives practical ideas to create geniune relationships with clients and prospects.
Where’s The Beef? A Challenge To Sales and Marketing Professionals

Where’s The Beef? A Challenge To Sales and Marketing Professionals

May of us remember that 1984 Wendy's commercial with the old lady looking with disappointment at her hamburger. There was a lot of bun, but not much beef. I think that many prospects are asking the same question of sales and marketing professionals. Buyers are crying out for partners who can help them solve their problems. Be that person and you win.
Larry Levine

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