Welcome to the Selling From the Heart Blog
Find challenging articles to help you discover your authentic self and maximize your sales results.
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.
Darrell Amy shares thoughts on why sales reps struggle to get attention with c-level buyers. He offers three suggestions to help sales professionals succeed in the hallowed halls of the c-suite.
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.
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.
B2B sales professionals want to achieve Equal Business Stature with their prospects and clients. In this article, Darrell Amy shares some ideas on how to achieve this coveted position.
Business acumen is the critical missing ingredient in B2B sales. In this article, Darrell Amy explores the components of business acumen and what reps can do to develop it.
Being a sales professional with integrity is important. But you also have to establish your integrity with every new prospect. Darrell Amy shares ideas on how to do this.
Empty suit sales reps abound. Larry Levine the three-part formula for an empty suit in this provocative and funny article.
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...
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.
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.
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.