Welcome to the Selling From the Heart Blog

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

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

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

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

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?

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

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?

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

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.

3 Keys To Help Sales Professionals Unlock The Digital Business Door

Technology and sales enablement tools are not only helping sales professional’s gain momentum in their marketplace, they’re also changing the way they sell their services. Selling successfully in a digitally driven, highly networked and socially empowered business world takes a new mindset and skill set.

Shared Values: How To Build Trust In B2B Sales

How do you build trust as a B2B sales rep in a post-trust era? According to research in the Journal of Personality and Social Psychology, we trust people that share our values.

Sales and Marketing In The Post-Trust Era

Growing net-new business requires trust. We need potential clients to give us the benefit of the doubt to take a chance with our business. This requires trust. Here’s the challenge: trust is at an all-time low. We are doing business in a post-trust world. For the...

The Importance of Recalibrating Your Heart as a Sales Professional

If you want to sell from the heart, developing authentic relationships and bringing real value to your clients, you must take care of your heart. Just as you nurture your body with health food, exercise, and sleep, your heart also needs time to recover and recalibrate.

3 Dead Giveaways That You Are An Empty Suit

Larry Levine discusses what it takes to be an authentic sales professional, the opposite of an empty suit. Check out this article that spread like wildfire on LinkedIn.

Sales Professionals Get To The Heart Of What Matters

Getting to the heart of the matter, if sales reps are unable to uncover a personal or emotional need for the prospect to make a change, then they might consider breaking off the meeting, thanking them for their time and move on to the next prospect.

Larry Levine

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