Question 1

What makes your training different from traditional sales training?

Accepted Answer

Traditional training has two fatal flaws: Wrong Focus (teaches manipulative techniques instead of trust-building) and Wrong Delivery (infrequent marathon sessions out of the field instead of daily micro-coaching). We defeat broken training with trust-based selling principles from our published books and personalized daily micro-training using the SalesIndex that fits into your reps' field workflow.

Question 2

What size sales teams do you work with?

Accepted Answer

We specialize in full-cycle sales teams with 10-100 reps who handle prospecting, closing, and account management in highly relational industries like hospitality (wholesale food, restaurant equipment, jan/san), construction (HVAC, plumbing), and technology (office equipment).

Question 3

How long does it take to see results?

Accepted Answer

Most companies see measurable improvements in sales conversations and client relationships within 30-60 days. The daily micro-coaching approach means learning is immediately applied in the field, not forgotten after a multi-day training event. Full transformation typically happens over 6-12 months as the trust-based approach becomes embedded in your culture.

Question 4

Do you coach managers or just train salespeople?

Accepted Answer

This is critical—we coach managers alongside training reps. Broken training fails because managers aren't equipped to reinforce learning. We follow an athlete training model where managers become coaches who provide daily reinforcement, not just one-time trainers.

Question 5

What is the SalesIndex and how does it work?

Accepted Answer

The SalesIndex is our proprietary assessment tool that creates a personalized development plan for every rep on your team. It identifies each person's unique strengths and gaps, then tailors the daily micro-training to their specific needs. This defeats the "one-size-fits-all" approach of traditional training marathons. Companies see sample reports during the Sales Growth Strategy Call.

Question 6

What is your pricing for company programs?

Accepted Answer

Pricing depends on team size, industry, and specific needs. Book a Sales Growth Strategy Call to discuss your situation, see sample SalesIndex reports, and experience our daily micro-training in action. We'll create a custom proposal that fits your budget and goals.

Question 7

Can we try it before committing to the full team?

Accepted Answer

Yes. During your Sales Growth Strategy Call, we can discuss pilot programs or phased rollouts. Many companies start with a subset of their team or specific region to prove ROI before expanding company-wide.

Question 8

What do I get with the 90-Day Coaching program?

Accepted Answer

For $99/month, you get: (1) Daily micro-training delivered to your inbox based on trust-based selling principles, (2) Your personalized SalesIndex report (normally $595) that creates your unique development plan, (3) Access to all podcast episodes and resources from our From the Heart Business Network, (4) Student portal with progress tracking and course materials.

Question 9

How is this different from just listening to your podcast?

Accepted Answer

The podcast provides inspiration and insights. The 90-Day Coaching program gives you a personalized development plan (via SalesIndex), structured daily training tailored to your needs, progress tracking, and accountability. It's the difference between learning concepts and actually changing your sales approach with guided support.

Question 10

Do I need my company to pay for this?

Accepted Answer

No—this is designed for individual salespeople to invest in their own development. Many of our best students heard about us through the Selling From the Heart podcast and signed up on their own. You can pay with a personal credit card and access everything through your student login.

Question 11

Can I cancel anytime?

Accepted Answer

Yes, you can cancel your subscription anytime. We recommend committing to the full 90 days to see real transformation, but there are no long-term contracts or cancellation fees.

Question 12

What is the SalesIndex assessment?

Accepted Answer

The SalesIndex is a comprehensive assessment that identifies your unique strengths and development areas as a salesperson. It creates a personalized roadmap for your growth. Normally $595, it's included free when you sign up for the 90-Day Coaching program. You'll complete it during your first week.

Question 13

How much time does the daily training take?

Accepted Answer

Daily micro-training is designed to fit into your workflow—typically 10-15 minutes per day. Unlike traditional training that pulls you out of the field for days, this fits around your selling schedule. You can complete lessons on your phone between calls or during your morning routine.

Question 14

What is "trust-based selling" and why does it matter?

Accepted Answer

Trust-based selling focuses on building authentic, long-term relationships instead of using manipulative closing techniques. It's based on our published books "Selling From the Heart" and "Selling in a Post-Trust World." In relational industries where buyers have choices, trust is the ultimate competitive advantage. Traditional training teaches tactics that erode trust; we teach how to become a trusted advisor.

Question 15

What industries do you specialize in?

Accepted Answer

We specialize in highly relational industries where trust is paramount: Hospitality (wholesale food distribution, restaurant equipment, jan/san), Construction (HVAC, plumbing, building supplies), and Technology (office equipment, software, services). These are B2B sales environments where long-term relationships drive revenue.

Question 16

What is the From the Heart Business Network?

Accepted Answer

Our podcast network features three shows: (1) Selling From the Heart—our flagship show about trust-based sales, (2) Culture From the Heart—focused on leadership and company culture, and (3) The Authentic Sales Manager—coaching for sales managers. Hundreds of episodes with insights from sales leaders across industries.

Question 17

How long have you been doing this?

Accepted Answer

We have 10 years of experience transforming full-cycle sales teams in relational industries. We've published two books, built a thriving podcast network, and developed proprietary tools like the SalesIndex and Coaching Engine. Our approach is proven with companies ranging from 10 to 100+ reps.

Question 18

What makes daily micro-coaching better than traditional training?

Accepted Answer

Traditional training pulls reps out of the field for multi-day sessions, overloads them with information, and provides no ongoing reinforcement. Daily micro-coaching delivers bite-sized lessons that fit into field workflow, is personalized to each rep via SalesIndex, and is reinforced by coached managers. It's the athlete training model applied to sales: daily practice with personalized coaching beats occasional training marathons.

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