Selling From The Heart Podcast

For over two years sales professionals have faced video cameras to interact with prospects and clients. Marcus Sheridan, co-author of The Visual Sale, has watched over 1,000 recordings of these sales calls. What he shares with us today may surprise you. In this conversation, you'll discover three things not to do during virtual sales meetings. You'll also leave with practical ideas to use video to build trust and enhance your sales results!Sales Professionals: It's time to look in the mirror and think about your sales career. Are you where you want to be in your career? Check out our latest resource, The Selling from the Heart Masterclass. Larry Levine will guide you on a 10-week journey to put Selling From the Heart into action. Learn more at www.sellingfromtheheart.net/masterclass.

Want to become a better leader? Whether your job title is sales leader or sales professional we are all leaders who model the change we want to see in the world. This conversation with John Spence, a world-renowned leadership coach, distills decades of experience with some of the world's preeminent organizations into practical ways to become leaders that others will want to follow. This conversation is packed with inspirational and actionable ideas. You're going to want to grab a notepad and put these ideas into action to enhance your life. Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

Whether you are new to the sales profession or a seasoned veteran of sales you're going to appreciate the perspective and stories of today's guest. Zach Mathews is the author of Climbing Your Self-Discipline Tree: The Three Stages Essential for Accomplishing Any Goal. Having just turned 30, Zach reflects back on what he learned over the past decade. You'll discover strategies for self-discipline that will help you no matter where you are on your sales journey.Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/communities.

There is a common misconception that being good at sales necessitates aggressive closing or finding ways to effectively bring in clients. Think again! Our guest, Jim Doyle is the author of Selling with a Servant Heart: Ten Lessons on the Path to Joy and Increased Income. He explains how the best sellers have a commitment to their customers that goes way beyond being customer-focused. Servant Heart Sellers are obsessed with making sure the products they sell make a difference for their customers, not just closing the deal. Servant Heart Leaders are obsessed with their teams. You are going to love this conversation.Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/communities.

Need to build trust, establish relationships, and communicate value? Today's guest, Collin Mitchell, believes that sales professionals should consider podcasting as a way to accomplish these three objectives and more. In this interesting conversation with Collin, you'll discover how sales professionals can enhance both their personal brand and their network through podcasting. You'll learn about different types of podcasts. We also talk to sales leaders who may be skeptical about this being a good tactic. As you show up with an open mind you'll leave with ideas that could help propel your sales career to the next level.Learn more about Collin Mitchell and the Salescast community at www.salescast.community.Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Complacency is the silent killer of sales and sales teams. Today we're joined by Len Herstein, the author of Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success. You'll learn the true definition of complacency--it's not what you think. Len shares the telltale signs of complacency for both sales reps and sales leaders. Then you'll learn how to be vigilant.Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Visit www.sellingfromtheheart.net/listener to share your input. Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass

What do top athletes, astronauts, Nobel-prize winners, and top executives do that allows them to perform at the highest level? Ruth Gotian, author of The Success Factor, wanted to find out. Her journey led her to discover the four attributes that they had in common. You're going to learn about these key characteristics and more in this inspirational conversation.Are you a sales leader? We want to invite you to be a part of a new mastermind community for authentic sales leaders. Learn more at www.sellingfromtheheart.net/mastermind.

In today's world of supply chain issues and price increases, sales professionals can easily find themselves stuck in a cave that paralyzes their success. Today's guest, Val Ries, knows what that's like. As the author of Chief Inspiration Officer: How to Lead the Team Everyone Wants to Be On, she helps sales leaders inspire their teams, getting them out of the CAVE and into the CRAVE. Wonder what that means? Listen to this episode and prepare to be inspired!Do you like the Selling From the Heart Podcast? We'd love to hear your ideas to make it even better. Visit www.sellingfromtheheart.net/listener to share your input. Need inspiration? Hang out with a group of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

What does authenticity look like in leadership and sales? Former basketball coach and host of The Athletics of Business Podcast, Ed Molitor joins us today for a deep conversation about authentic leadership. The stories Ed shares will inspire you while challenging you to your core. Get ready to enjoy this conversation!Check out Ed's book, Growing Through (Not Just Going Through) Crisis. Got sales challenges? Mastermind solutions to your problems with a group of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

In a tight job market where sales professionals are hard to find, many companies are realizing that the key to success is to create a healthy sales culture. Our friend, Bill Zipp, author of The Ultimate Sales Manager Playbook, believes that healthy sales cultures should be the top priority of sales leaders. We talk about the problem with continuing to push the "More" button with sales teams. Bill offers a powerful alternative, casting a compelling vision for a healthy culture that coaches sales professionals inside a culture where they want to perform and build a career.Check out Bill Zipp's new sales leadership videos on YouTube.Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

It's no secret that we are in tough times. Today's guest, Paul Reilly, coaches us through practical skills to develop resilience. He shares powerful ideas from his book, Selling Through Tough Times. You're going to want to take some notes in this session to capture some key ideas that you can put to work right away to build your resilience.Check out Paul's 30-day Tough Timer Challenge at https://www.toughtimer.comWould you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Stress and burnout are real things for high-performance sales professionals. Our guest, Brandon Fluharty knows the effects all too well. As a high-performance sales rep in the seven-figure club, Brandon found himself stressed to the point of landing in the hospital. He learned how to prioritize health over hustle. He shares how he now achieves top results with less stress. Whether you are a sales professional or sales leader, you're going to want to grab a notepad for this conversation. It's packed with practical ideas you can put to work right away.Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Whether you are a sales leader or a sales professional, you are going to appreciate the leadership, coaching, and personal development ideas we discuss with our friend, Rob Jeppsen. He shares why it's critical to connect before you correct. This applies to sales and leadership. You'll learn about the power of coaching and how you can develop as a leader. Get a pen and a notepad out and get ready to learn!Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Back by popular demand, Tia Graham, author of Be a Happy Leader, joins us to explain why happiness is a non-negotiable in sales. She shares research that demonstrates that cultivating happiness drives results. And, she also shows how unhappiness crushes sales. As we think about the topic of stress and sales, Tia Gives us practical action items we can use to build in recovery and maximize our happiness. You're going to love this conversation!Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Are you stressed out? In this dynamic environment of rapid change, added pressures within the sales world are leading to high levels of stress. Unfortunately, most of the traditional advice around handling stress is not enough for salespeople. While exercise, going for a walk and getting in nature are good ideas, the reality is that it takes more than that for salespeople to alleviate stress. It takes an approach that addresses both the head and the heart. Today's guest, Tim Ohai, discusses the core issues behind stress. You’ll leave with practical insight on how you can deal with stress in sales. Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.

How can you get Unbusy in your Sales Career? Today's guest, Dr. Garland Vance, author of the book, Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace (which Forbes named as one of the seven books everyone on your team should read) coaches us on how to live a full life with significance and success and not a life overflowing of movement but not progress. Learn the 5 steps on how to become a little (Un)Busy and discover your purpose. Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.

Buyers buy because of emotion and rationalize their decision later. Jeffrey Gitomer challenges us to bring emotion into the sales process. He says that the most important thing that we can accomplish is for our prospects and clients to like us. When we get customers, we get a sale. When we build friends we establish a lifetime of success that is both financially rewarding and fulfilling. Jeffrey coaches us on how to bring more emotion to the sales process.Want 2022 to be your best year yet? Join us for the 2022 Authentic Selling Challenge, January 17-21. We'll be coached by world-class thought leaders including Jeffrey Gitomer. Get your ticket now at www.authenticsellingchallenge.com.

What if setbacks, challenges, and discomfort were the key to developing the mental muscles of courage and belief? Our guest, Mike Pierce, aka. Antarctic Mike, shares what he learned while training for a marathon and an ultra-marathon which he ran in the Antarctic. Mike shares powerful and practical ideas that will have you laughing while challenging you to the core. Prepare to be inspired!Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Do you believe in yourself as a sales professional? Our guest, Catherine Brown, discovered that one of the core attributes of sales success is how much we believe in ourselves. She's the author of How Good Humans Sell. She believes learning a reliable sales process is only half of the success equation. The other half is about us, the sellers—our individual values, habits, beliefs, and goals. You're going to enjoy this conversation with Catherine!You can access the resources Catherine refers to at: www.extraboldsales.com/freestuff.Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

Do your clients and prospects know how much you care? Our friend, Jonathan Darling, believes that the key to winning the hearts and minds of our prospects, clients, coworkers, and direct reports is to lead with love. The type of love he's talking about is more than a feeling, it's actions that make a difference. Jonathan coaches us on how to create micro-moments that matter. At the end of this episode, we refer to the Selling From the Heart Self Reflection Journal. You can get your free copy by clicking here.Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.