Welcome to the Selling From the Heart Blog
Find challenging articles to help you discover your authentic self and maximize your sales results.
Great sales professionals are real, relatable, and relevant with their clients. Larry Levine, author of Selling From the Heart, shares steps you can take to be more authentic with your clients to get better results.
Are you taking personal responsibility for yourself as a sales professional? You must be self-enabled. Coach Larry Levine shares ideas on how to do this.
Sales professionals, you’re either practicing with purpose or you’re making excuses. Discover ways you can practice like an athlete to improve your results.
Practice? Who needs practice? Sales reps! Larry Levine challenges sales reps with the importance of practicing their craft and shares practical ideas that can help every rep improve.
If someone asked one of your clients to describe you, what would they say? Larry Levine shares ideas to help make sure these would be words you want to hear.
Sales reps: do you know what your clients think about you? If you’re afraid to ask, Larry Levine helps you get over your fear and gives you some coaching.
Sales professionals: Learn how to protect your largest accounts in this practical article by Larry Levine, author of Selling From the Heart.
Are you looking for ways to increase sales revenue in a tight labor market? Darrell Amy shares ideas that sales leaders and reps can adapt to sell more.
Stories sell. So, how well can you tell your story? In this article, Larry Levine gives key advice to sales people who want to do a better job telling their stories.
Looking for ways to prospect more effectively. Darrell Amy shares a strategy to use sequences of emails, calls, social touches!
A sales servant is more than a visionary word change, it’s a mindset and belief change. It’s based on the purpose to serve versus reactive customer service. To become a servant YOU must change your mindset, discipline and heart.
Larry Levine challenges sales professionals to ignore the shiny objects and instead focus on being excellent at their profession.
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.
Do you want to strengthen your clients relationships? Consider the three c’s: compassion, care, and connect.
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.
As a salesperson or sales leader, what are some key areas of self discipline? Allow me to consider a few. I’m sure this won’t be an exhaustive list. If you’d like to add to it, put your ideas in the comments section below this article.
You can be credible, reliable and loving but if it’s painfully obvious you only have your own interests at heart people will see through your charade. They will call you out for what you are, an empty suit.
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.
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 keeps sales reps from selling from the heart? In this article Larry Levine shares the three roadblocks: ego, viewing your heart as weakness, and failure to listen.
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.
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.
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.
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 explains why caring is the key missing component for B2B sales reps these days. He shares practical ways reps must care for themselves, their career, and their clients.