Welcome to the Selling From the Heart Blog

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

What Does Your Prospect Really Value?

Inspired by Seth Godin and the product adoption curve, Darrrell Amy challenges sales professionals to consider the deeper things their prospects really value.

What Is Your Purpose?

As we begin this new year, a good question for every business owner, sales rep, and marketing professional to ask is this question: “What is my purpose?”

3 Things Sales Reps Need to Do To Help Smash Their Sales In 2019

"If you look at all aspects of all sports, everything comes down to basics and fundamentals." Robbie Lawler To everyone in sales, you can perform much better and become more successful, if you just learn to master with consistency the basics. Vince Lombardi, the great...

How To Create a Value Inventory To Maximize Competitive Advantage, Win Rates, and Profit

Maximizing competitive advantage and gross profit happens when you add value. The more value you add, the more gross profit you are due. The less value you add, the less likely you are to win the deal. And if you do win the deal with low value, you’ll probably leave a lot of money on the table. A great place to begin understanding your value is by creating a Value Inventory. This is a list of all the different ways your can bring value to the table.

Reflections on Significance, Sales, and Success

As sales professionals, hitting financial goals will only motivate you so much. Once you hit a certain threshold of financial success goals, it takes more to keep you going.What is the significance of what you do? The answer to this question will be different from everyone. However, as you consider the question, this article offers some categories to consider.

The Top 10 Selling From the Heart Podcast Episodes from 2018

2018 was a great year for the Selling From the Heart podcast! As we look back over the year, we thought we’d share the top episodes as voted on by our listeners. These are the episodes with the most downloads last year! #1 Developing Your Sales...

Tension and Trust: The Two Key Ingredients You Need To Sell Change

No matter what you sell, we all essentially sell the same thing: change. The problem is that most people hate change. Therefore, our job as sales and marketing professionals is to motivate and inspire buyers to change. In this article, Darrell Amy explores the two key ingredients to sell change: tension and trust.

How To Sell Change

Every sales person sells the same product: change. We all have the same competitor: the status quo. Here are some ideas on how to sell change and overcome the status quo.

3 Tips To Avoid Sounding Like Another Sales Monkey On The Phone

Isn’t the ability to pick up the phone to potential clients supposed to be one of the defining features of a sales rep? Then why do so many do almost anything but pick up the phone to potential new clients.

Successful sales professionals do not make excuses! They understand excuses is kryptonite to their sales performance.

Attention Sales Leaders: What Could Your Team Do With $7.2 Million Of Sales Opportunties?

With so many leaning heavily on social media for their interactions, the less face to face communication is practiced, the less skilled your team becomes in having business conversations. If your business relies on your sales team to win clients, the better their conversations become, the higher their business acumen becomes, the more opportunities they’re likely to uncover and the more likely they’ll be able to convert sales opportunities into profitable clients.

Consistency… It’s At The Core Of Every Sales Professional

A sales professional focuses in on the one most important thing they need to do at this moment in time to help them in the long-run to accomplish their goals. Extreme focus is not easy. It requires discipline and accountability over the long-term.

Attention Sales Leaders… Take A Look At Your Sales Team, And Then Make A Change!

Selling in today’s ultra-connected, fast paced business environment is brutally tough. Your clients and prospects are drowning themselves online as they conduct their own research. They’re becoming their own tour guides as they educate themselves to solve specific problems existing within their business environment. My question to you… What are you doing to help your sales team position themselves online to capture the attention of your clients and prospects?

Attention Sales Leaders… Are Your Sales Reps Invested?

Let’s face it, it’s almost impossible to increase your income without first becoming a better sales professional. In order to obtain better investment results, one must first become a better investor. This means some of your investment must be diversified. How many on your sales team invest in themselves?

How The Sales Skills of the Heart Drive Success

Traditional sales skills and product knowledge can only get you so far. Sales is a people business. To drive extraordinary success, you need not only consider the mind, you need to consider the heart.

3 Confidence Building Tips To Become The Best Sales Version Of You!

One massively overlooked factor to becoming a great sales professional is the confidence you have in yourself. If you fail to build sales confidence, you’ll consistently struggle to effectively sell. By ‘confidence’ per say, I’m not referring to fake it until you make it. I’m talking a deep, down inside of you confidence to become the best version of YOU.

How Authenticity Can Maximize Your Prospecting Results

Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want!

Larry Levine

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