“If your goals aren’t synced with the substance of your heart, then achieving them won’t matter much.”

Danielle LaPorte

Great sales professionals think before they act. They plan, prepare and progress as they build a structure of success. They lead with intention, and become the example. Great sales professionals are precise with their decisions by aligning their vision and values to earn the respect of their clients and prospects. With purposeful intent, they engage in heartfelt activities benefitting those around them. And this is what your clients and prospects want, right? They deserve a sales professional who is heartfelt, sincere and fills out a suit with empathy, emotion and excitement.


A selling from the heart sales professional is self-aware and has a clear sense of identity and purpose. The way they interact with their clients is no different than the way they interact with their family and friends. I will sum it up this way… they’re consistently consistent with their behavior.

A selling from the heart professional has a clear sense of purpose. They know exactly who they are. They take massive action, make strategic decisions; all in accordance with a deep rooted set of personal and moral values.

A selling from the heart professional has a clear sense of purpose. They know exactly what they want. They plan and set goals, they envision all the outcomes, and they build a family of clients aligning to their personal and professional values.

“The deeper your relationship with others, the more effective will be your leadership. People will not follow you if they do not trust you, and before someone will lend you a hand, you must first touch their heart.”

Robin Sharma


Sales professionals are effective in opening up business conversations as they speak the language of leadership. This language clearly conveys their ideas to their audience. They use language which precisely explains their thinking to the hearts and minds of those whom they wish to move to action, their clients and prospects. Sales professionals are not empty suits in the eyes of their clients and prospects!

A selling from the heart professional understands how to create and deliver their value proposition in a way that captures the heart and mindshare of their clients and prospects. Inside the book, “Creating and Delivering Your Value Proposition” by David Pinder. The first paragraph inside the introduction nails it, “The term value proposition is used ubiquitously in business today and its original meaning has been dissipated into vague sales and marketing notions that are a million miles from its intended meaning and use.”

If you don’t know the value you bring to your current clients then how do you know the value you can bring to your potential clients? Sales professionals know the “why” behind their value proposition and use this to create heartfelt alignment with their clients and prospects.

The reason why prospects and yes sometimes clients view you (a sales rep) as an ’empty suit’ as they pay lip service to you is you haven’t personally bought into your value proposition. How well do your clients know your value proposition? It’s about serving and delivering a measurable amount of value at all times. Live it, walk it, talk it and broadcast it for everyone to hear. This my friends is not an empty suit!


According to the Urban Dictionary, an empty suit is, someone puffed up with their own importance but having little effect on the lives of others. A true empty suit, conjures up the image of a business suit of clothing without a person in it who really doesn’t know what he or she is doing.

How well are you demonstrating competence as a sales rep? An executive appearance, presence and attitude may open some business doors of opportunity, however; without competence those prospects can quickly dissipate.

Think about this equation…

An executive presence – competence = an empty suit

What happens in a first meeting with a prospect, as they share their heartfelt problems and all you can add to the conversation is a stream of buzzwords, canned pitches and sales jargon? In a split second, this becomes painfully obvious to them that you have no empathy and no clue around their concerns, issues or how you may even help to solve their problems. This my friends is an empty suit. You’re dead in the water!

A sales professional who is heartfelt, sincere and fills out a suit with empathy, emotion and excitement.


An authentic sales professional leads with the heart by becoming open and vulnerable. They absolutely understand their weaknesses and are extremely comfortable in their own skin. Sales professionals who lead from the heart have courage. The courage to be human in a sales world full of facades.

These professionals develop relationships to:

  • Acknowledge the human aspect of sales
  • Acknowledge they must know themselves first
  • Acknowledge credible relationships are the core foundation

Viktor Frankl in his writings, The pursuit of true happiness: “Doing work that matters, loving without condition, and growing from adversity. We must end the artificial separation between these essential aspects of our being and show up as a whole person in all that we do – leaders who lead from the heart know this. ”

This my friends is an authentic business suit not an empty business suit!

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

I’m writing a book. The title is Selling From the Heart! I’m pouring my heart into every page of this book and I think you’re going to love it.Enter your email address here in this hyperlink and you’ll be updated as the book is released. You’ll also become part of our launch team. As a thank you, I’ll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart



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