Welcome to the Selling From the Heart Blog
Find challenging articles to help you discover your authentic self and maximize your sales results.
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.
Inspired by Tom Goodwin’s book, Digital Darwinism, Darrell Amy shares strategies that smart sales reps can use to succeed in the future.
Sales professionals that want to make more money should consider the definition of money: the exchange of value. In this article we explore two sources of value.
Inspired by Jocko Willink, co-author of Extreme Ownership, this article explores how sales professionals and leaders can leverage discipline to create financial freedom.
A smart sales team doesn’t chase new clients at the expense of keeping and growing existing clients. In this article Larry Levine shares strategies to ensure you keep your current clients.
Sales reps must prospect if they want a full funnel. Inspired by Mark Hunter, author of High Profit Prospecting, Darrell Amy shares the two keys to prospecting success: consistency and credibility.
Trust is the vital currency of sales success. Yet HubSpot research shows trust of sales people is at an all time low. Darrell Amy shares ideas to build trust.
How do you get to the next level in your sales career? The key may be to know your values. In this article, Darrell Amy explores how sales reps can use their values to create differentiation and attract great clients.
Larry Levine shares his journey to being a presenter at the Outbound conference. He encourages sales professionals to be consistently visible, sharing valuable information with others and building a network of relationships.
Inspired by Seth Godin and the product adoption curve, Darrrell Amy challenges sales professionals to consider the deeper things their prospects really value.
All true professionals have a coach. In this article Larry Levine challenges sales reps to consider getting a coach to help them break through to the next level.
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?”
Larry shares three things that sales professionals can ditch in 2019 to smash sales quotas: fear, ego, and excuses.
"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...
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.
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.
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...
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.
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.
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.
You must become an expert in telling your own story! We all have a story and it deserves to be told. The question becomes, how well do you know your story?
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.
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.
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?
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?