Selling From the Heart Podcast

Your home for authentic, effective, and socially-integrated sales strategies to help you master the art of selling. Each week you’ll receive a 20-30 minute episode that you can listen do during your drive time or commute. Full of practical ideas, we promise to challenge you to the core.

Rich Cardona-A Heart of Service

Rich Cardona-A Heart of Service

Get ready to get inspired. In the week following Veterans Day here in the USA, Rich Cardona joins us to talk about what it means to serve as a sales professional. Following 17 years of service in the Marines, Rich brought his passion to serve to the business world. In this episode you'll be challenged with practical ideas you can put to work to enhance your authentic heart of service. 
Chris Gingrasso-Selling From a Pure Heart

Chris Gingrasso-Selling From a Pure Heart

Prepare to laugh your face off and be challenged to the core. This week we're joined by our good friend, Chris Gingrasso. Calling in from the field in the middle of a busy day, Chris brings a fresh perspective to what it means to sell from the heart. 
Anita Nielsen-Beat the Bots By Bringing Your Authentic Self To Your Clients

Anita Nielsen-Beat the Bots By Bringing Your Authentic Self To Your Clients

Want to escape the future of artificial intelligence in sales--along with all of the current empty-suit robot reps? Anita Nielsen, author of Beat The Bots brings us some encouraging insight into how we can bring authentic emotion into the sales process to speak to the elephant in the room! You'll love this episode.
Bringing Authentic Value To Clients and Prospects

Bringing Authentic Value To Clients and Prospects

Authentic relationships need to be combined with authentic value. You can have a great relationship with your prospect or client, but if they don't see your ability to deliver an outcome that is meaningful to them, the deal won't go anywhere. In this episode, Larry and Darrell discuss the importance of understanding the business outcomes your prospects desire. You'll be challenged to think about new ways to uncover and communicate value. 
Curt Mercadante-Finding Freedom and Fulfillment In Your Sales Career

Curt Mercadante-Finding Freedom and Fulfillment In Your Sales Career

Prepare to be challenged this week by Curt Mercadante, author of the new book, Five Pillars of the Freedom Lifestyle. Authenticity is more than a slogan. Knowing who you are and having a solid sense of self is the key to being successful while finding freedom in your life. You'll appreciate this candid discussion of what it takes to be fulfilled in your career.
Tabitha Cavanagh-Positioning Yourself as an Authentic Candidate

Tabitha Cavanagh-Positioning Yourself as an Authentic Candidate

Whether you are actively seeking a new job or your are simply prospecting for new business, you are constantly doing job interviews. To help, we've invited our friend, Tabitha Cavanagh to the discussion. She's functioned as a sales rep, sales leader, and now recruiter. You'll leave this conversation with fresh ideas on how you can build credibility with your future employers or clients.
Lee Salz-Authentic Value in Sales

Lee Salz-Authentic Value in Sales

When it comes to authenticity in sales there are two sides to the coin. Yes, we need authentic relationships, but we also need to bring authentic value. This week you'll hear from the master of differentiation, Lee Salz, bestselling author of Sales Differentiation....

Todd Caponi-Radical Transparency

Todd Caponi-Radical Transparency

You are in for an inspiring treat. Todd Caponi, author of The Transparency Sale, stumbled across an epiphany that changed his sales career and led him on a journey to discover the power of radical transparency. Join us as he shares why being transparent and leading with your flaws might be the key to your next level of success.
Amy Volas-Leading Tenured Sales Professionals

Amy Volas-Leading Tenured Sales Professionals

This week we're joined by Amy Volas to discuss the topic of leading tenured sales professionals. Amy has deep experience in sales having functioned as a top-performing rep, sales manager, and now, a recruiter. If you lead a team with major account/enterprise reps,...

Protect Your Current Accounts

Protect Your Current Accounts

As a tenured sales professional, you have worked hard to build their book of business. Now what are you going to do to protect the accounts you've built? This week, Larry and Darrell peel back the onion on the topic of how to protect your current accounts. During the...

Jon Ferrara-Building Your Brand as a Trusted Advisor

Jon Ferrara-Building Your Brand as a Trusted Advisor

Want to build more credibility and deeper connection with your prospects and clients? This week you'll hear from the father of CRM, Jon Ferrara. He created Goldmine in the late 80's and is the founder of Nimble. We'll take a deep dive into how to build your brand as a trusted advisor. Prepare to be challenged in the fun and provocative discussion! 
Mark C. Crowley-Lead From the Heart

Mark C. Crowley-Lead From the Heart

Following a successful career in sales leadership inside several of the world's largest financial services companies, Mark C. Crowley began to reflect on what drove his success. It turns out that the key to success was putting his heart at the core of all of his business interactions. Mark is the author of the best-seller, Lead From The Heart: Transformational Leadership For The 21st Century. You'll be inspired as you hear his perspective on the importance of being authentic and human in all of your relationships.
Jack Hubbard: Cross Selling vs. Cross Solving

Jack Hubbard: Cross Selling vs. Cross Solving

This week we're joined by the legendary Jack Hubbard to talk about trust, value, and selling from the heart. He's helped over 69,000 bankers become a resource to their clients. We'll explore the importance difference between cross-selling and cross-solving. With trust-based selling, it's "Me + You vs. Your Problem."  
Jason McElhone-Erasing the Line Between Your Professional and Personal Life

Jason McElhone-Erasing the Line Between Your Professional and Personal Life

Prepare to be challenged to your core this week by Jason McElhone. After losing everything and rising from the ashes, Jason made a decision to be raw, real, uncut, and unedited. He'll share his journey and why he believes we should all erase the line between our professional and personal life. 
Victor Antonio-How To Frame Great Sales Conversations

Victor Antonio-How To Frame Great Sales Conversations

Better conversations create the bigger results. This week Victor Antonio, joins us this week to take a deep dive into how to engage clients in great conversations. In a world where buyers are confused and differentiation is a myth, the person that can frame the conversation the best builds trust and wins the deal.
Seth Thompson-Strategies To Build Credibility With Prospects and Clients

Seth Thompson-Strategies To Build Credibility With Prospects and Clients

Need some fresh ideas to build credibility? Seth Thompson of #sethtalks brings a fresh perspective. As a sales rep, he uses content to establish credibility, build relationships, and drive new business. You'll be inspired with practical strategies you can adapt to help build your network and your funnel.
Kody Bateman-Meaningful Relationships Matter

Kody Bateman-Meaningful Relationships Matter

Relationships aren't an accessory to sales, they are the whole ballgame. Nobody is a bigger champion of relationships than Kody Bateman, Founder and CVO of Send Out Cards. In this episode, he shares why relationships are core to sales success. You'll discover ways to nurture relationships with your clients and how to build a relationship funnel to ensure you have a full sales funnel. Most of all, you'll be inspired by Kody's passion.
Liz Wendling-Bringing Your Authentic Self To Your Prospects and Clients

Liz Wendling-Bringing Your Authentic Self To Your Prospects and Clients

We always love meeting a champion for authenticity in the sales profession. This week you're going to enjoy hearing from Liz Wendling, author of The Heart of Authentic Selling and Selling Without Selling Your Soul: How Smart Women Connect, Communicate, And Close With Confidence. She'll challenge all of us to take a journey to discover our authentic self as she shares her story. 
Luigi Prestinezi-You Don’t Have a Closing Issue You Have an Opening Issue!

Luigi Prestinezi-You Don’t Have a Closing Issue You Have an Opening Issue!

This week we're joined by the host of the Sales IQ Podcast, Luigi Prestinezi to discuss how to create a healthy sales funnel. Instead of only focusing on closing sales, smart sales professionals focus on opening relationships. In this episode we discuss strategies to open new relationships by brining our authentic self to the sales process.
Bart Ratliff-Relational Selling Strategies

Bart Ratliff-Relational Selling Strategies

People buy from people they know, like, and trust! How do you initiate and build these trusting relationships? Nobody is more passionate about relational selling than Bart Ratliff, Managing Partner at OutBound Cards. You'll discover some fresh ideas on how to open new doors and develop authentic relationships.
Carole Mahoney-Overcoming the Negative Perception of Salespeople

Carole Mahoney-Overcoming the Negative Perception of Salespeople

You're going to love this conversation with Carole Mahoney, Founder and Chief Sales Coach at Unbound Growth. As salespeople, we all face the challenge of overcoming the negative perception that buyers have about sales and salespeople. In this episode, we'll discuss ways we can change this perception to create trust with prospects.
James Buckley-Humanizing theProspecting Process

James Buckley-Humanizing theProspecting Process

James Buckley, Business Development Manager & Brand Ambassador at RingLead, is addicted to the hunt. He knows what it takes to be successful as a Sales Development Rep. He's discovered that the more he humanizes the prospecting process, the more success he enjoys. According to James, "Lots of people will talk to buyers, but very few will connect with them." All sales professionals will benefit from the ideas in this conversation! 
Mike Weinberg-SalesTruth

Mike Weinberg-SalesTruth

Are you ready for some real-talk? You're going to love this conversation with our good friend, Mike Weinberg. His new book, #SalesTruth just hit the shelves. In this episode we debunk the myths about what it takes to be successful in today's sales environment. [iframe...

Randy Riemersma-Old School vs. New School Pipeline Building

Randy Riemersma-Old School vs. New School Pipeline Building

Randy Riemersma, President of Span the Chasm, overviews the old school vs. new school prospecting throw down that will unfold over the next 90 days. He'll be competing head to head with his colleague, Ken, to see who can generate the most opportunities. Randy will go old school and Ken will use the latest tech. The hypothesis is that both will work as long as they stick to the process. You'll enjoy this fun discussion of old and new prospecting tactics.
Meridith Elliott Powell-Uncertainty as Competitive Advantage

Meridith Elliott Powell-Uncertainty as Competitive Advantage

Ask virtually any client or prospect about their business and you're bound to hear the word "uncertainty." In today's rapidly changing world, all organizations are struggling to deal with uncertainty. This often creates fear. The result of fear is inaction--something not good for sales. This week you're in for a treat. Author, professional speaker, and founder of Motion First, Meridith Elliott Powell shares her latest thoughts about flipping the script on uncertainty. We'll explore how sales professionals can view uncertainty as their friend, helping clients navigate uncertainty.
Larry Levine

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