Episodes

If you want to be a high-value sales professional, you need to bring ideas to the table. Where do these ideas come from? You need to read. This week Darrell Amy and Larry Levine share their 2018 reading list. Tune in to get inspired and to develop your own reading plan.

The new year is here! You've made a personal development and action plan. Now, it's time to execute! This week, Larry Levine and Darrell Amy discuss execution and discipline as sales reps, giving special attention to developing a planning cadence for success.

With the new year is upon us, over the past few weeks, we've challenged you to build a personal development plan and a personal business plan. This week we bring it down to action items. Larry Levine and Darrell Amy challenge you to create your personal action plan for prospecting and client manage…

With a new year on the horizon, true sales professionals have the opportunity to build a personal business plan. After all, we are all entrepreneurs in our own territories. As such, we all need a plan. In this episode, your cohosts Larry Levine and Darrell Amy present an outline to get you motivate…

The final weeks of the year are upon us. It's time to plan for 2018. Sales professionals go above and beyond the expectations of their company, creating their own plans to excel. This week Larry Levine and Darrell Amy challenge you to build a personal development plan in the areas of sales skills, …

The one, the only Keenan joins us this week to weigh in on self-awareness and vulnerability as core attributes of successful sales professionals. Keenan is the founder of A Sales Guy and author of Not Taught, one of our all-time favorite books on what it takes to be successful in today's digitally-…

This week we're joined by one of our favorite authors, Bernadette McClelland, author of The Art of Commercial Conversations. You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance of knowing who you are as a sales rep, and much more!

During this Thanksgiving week, we're reminded how gratitude plays a critical role in the success of a sales professional. In this episode, Darrell Amy and Larry Levine explore ways that sales reps can express gratitude by being thankful and giving back to their clients.

What would it look like to sell with more curiosity? Building on a curiosity assessment published in Harvard Business Review, Larry Levine and Darrell Amy explore how to nurture the three attributes of curiosity and how this can positively impact sales results.

This week Larry Levine asks the hard question: "What are you doing as a sales rep to engage, educate, and excite your prospects?" We discuss what sales professionals need to do to ensure the big rocks of self-education, client visits, and proactive prospecting get done.

Are you babysitting your current accounts or building value and building networks? This week Darrell Amy and Larry Levine explore the massive difference between a sales rep that does the bare minimum and a sales professional that continues to build value after the sale.

How would your clients describe their experience with you? Larry Levine and Darrell Amy highlight the importance of client experience. They unpack three practical ways you can improve your client experience by being present, paying attention, and remembering their goals.

Sales managers, VP's of sales, and all executives, this week Larry Levine and Darrell Amy issue the challenge to lead by example. Buyers have changed their buying habits in favor of digital communication on search and social. Millennial sales reps are coming onto our sales teams as true mobile nati…

Self-aware sales professionals regularly remind themselves to stop pretending that they know everything about their clients' businesses. Instead, they strive to be authentic and don't fake that they know all aspects of their clients' business. Larry Levine and Darrell Amy challenge all of us to bec…

If you want a full sales funnel you need a healthy relationship funnel. Following up to last episode, Larry Levine and Darrell Amy explore how sales managers can coach sales reps to build relationships and drive conversations with current and future clients.

Why do salespeople struggle to drive conversations with net-new prospects? After all, if you want healthy sales funnel, you need a strong relationship funnel. In this episode, Larry Levine and Darrell Amy explore the art of driving authentic conversations.

In today's world of sameness and commoditization, it can be challenging to be different than every other company. However, there are many things you can do as a sales professional to create a client experience that sets you apart. In this episode, Darrell Amy and Larry Levine explore ways you can c…

Would you like to develop a predictable system to get more referrals? This week we're joined by Mike Garrison, Founder of Garrison Sales Consulting. Mike shares his strategies to develop a predictable referral system. You'll be amazed at how this lines up with the core values we all hold dear. You'…

This week we're joined by Daniel Disney. Voted a Top 50 Sales Influencer, you may know him from the Daily Sales blog and his humorous sales memes. You'll love his insight on sales and what it means to sell from the heart. You'll also leave with many great ideas on how you can authentically build yo…

The emerging class of decision makers are Gen-Xer's, people in their forties and mid-fifties. In this episode, Darrell Amy and Larry Levine continue to explore ways to position yourself for success with Gen-X, the most skeptical generation. You'll learn about what motivates this generation and get…

As millions of Baby Boomer decision makers retire, the new guard of decision makers is rising. Gen-Xer's are people born between 1965 and 1981. Now in their forties and fifties, this generation is the most skeptical generation ever and they have had access to the internet for most of their adult li…

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products. This week we are going to bust the top 3 solution selling myths: Solution se…

We all work for companies that have a brand, mission, and values. While sales professionals represent their company, they also have their own brand. In this episode, Darrell Amy and Larry Levine explore how sales reps can go beyond their company brand to develop their own identities by asking the f…

All sales reps have to do sales activities, but true sales professionals have a purpose behind each activity. In this episode, Larry Levine and Darrell Amy explore ways salespeople can add purpose to every sales activity.