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.
What could it look like if you became more intentional about encouraging others as a sales professional? Our good friend, Brian Sexton, author of People Buy From People, believes that intentional encouragement is the key to both success and fulfillment in sales. He shares stories from his life as a sales rep along with lessons learned from his dad. You’ll like the idea of challenging yourself to hit an encouragement quota. You’ll also discover the key to becoming an encourager.
Over the years technologies like email, texting, and #slack have led many sales professionals into faceless interactions with their prospects, clients, co-workers, and partners. Today’s guest, Ethan Beute, believes that it is time to end the era of faceless communication. He’s the author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience. He’s also the Chief Evangelist at BombBomb. In this episode we explore why sales professionals must resolve to end faceless interaction. Ethan shares practical ways reps are doing this with video.
Sales is about helping people make progress, according to our guest, Bob Moesta. He’s the President & CEO of the Re-Wired Group and author of Demand-Side Sales 101. We discuss how buyers don’t buy products. Instead they hire them to complete a job to be done. Join us for this fresh perspective on the role of selling.
As sales professionals we must show up authentically for our prospects and clients. Today, Cindy Ashton coaches us in how to be present to build connection with others. Her background in singing, acting, and presentation skills training has given her a unique perspective which we think you will appreciate.
“Culture eats strategy for breakfast,” according to management guru, Peter Drucker. This is certainly true in sales. This week we’re joined by culture expert, Tim Kuppler, for an engaging discussion about how culture affects sales. We’ll explore the culture inside your sales team. We’ll also talk about how to navigate the culture inside client and prospect companies.
What do you do when things get tough? Our guest today, Brandon Bornancin, author of Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. We talk about the journey he took as a leader of Seamless.ai during the pandemic. We discuss practical things we can do as sales professionals to thrive, even in adversity.
Today we’re joined by a true kindred spirit! Christine Schlonski is the host of Heart Sells, a podcast for heart-centered, driven entrepreneurs who want to serve more people, grow their businesses with love, and create the life of their dreams. We’ll have a powerful discussion about authenticity and selling from the heart.
On January 15, 2009, returning home from a routine business trip our guest, Dave Sanderson survived “The Miracle on the Hudson.” When a bird strike hit US Airways Flight 1549, there was no choice for the crew but to ditch the plane into the Hudson River. He shares this story along with advice from his new book, God Gives You the Lessons When You Are Ready: 12 Lessons That Will Change Your Life Forever. Prepare to be inspired!
With the growth of sales automation technologies, many sales teams have lost the human touch. We’re joined today by Koka Sexton, founder of Koka Sexton Consulting. This is an honest discussion on how to humanize sales interactions. We’ll discuss how to blend authenticity with automation.
Can happiness affect your sales results? Today’s guest, Tia Graham, founder of Arrive at Happy, shares scientific proof that when leaders and people are happier, they are more creative, collaborate, productive, innovative, healthier, and successful. . As a certified Chief Happiness Officer, she helps people realize the benefits of happiness. In our conversation, we discuss how you happiness helps drive better relationships, more fulfillment, and higher sales.
How do you equip salespeople to be more effective? As we head into 2021 which will be a make-or-break year for many reps and companies, it is critical that we maximize our performance. Our guest today, Mike Armstrong, believes that it takes more than one-and-done sales training to drive success. Instead, he recommends a coaching mindset for sales development.
Prepared to be inspired! Dr. Thomas Moore shares his story of determination and focus that moved him from the bottom to the top. You will want to put this one on repeat!
Working inside a sales process helps drive effectiveness and efficiency for sales reps. Today we talk with Jake Dunlap, CEO of Skaled Consulting where he help companies operationalize key aspects of their sales and marketing organization. This is a compelling discussion with Jake about how to improve your processes while remaining authentic.
Right now, all sales professionals are faced with the challenge of reinventing themselves in this new economy. Rick Denley wrote the book on this topic: Reinvent Yourself: Personal, Positive Growth through any Mess, Movement and Mission! You’ll appreciate the ideas in this conversation and be inspired to consider ways to reinvent yourself.
Are you ready to kick your authenticity up to the next level? Get ready to be challenged by Personal Branding Strategist, J.D. Gershbein. He is a pioneer LinkedIn strategist, a distinguished social psychologist, and a true educator who acts as a facilitator of learning and brings the importance of personal branding to bear, especially in COVID-19 times. You’ll leave this episode challenged and inspired!
Would you like more fulfillment in your career–combined with more sales? This week’s guest, Clancy Clark, is the author of Selling By Serving. In this inspiring conversation Clancy brings us back to the heart of selling. We’ll talk about a heart of service and how this plays out in the life of a sales professional.
In today’s virtual selling environment, it is more critical than ever that we communicate authentically. Tasia Valenza has dedicated her career to mastering the art of authentic communication. As the voice of many recognizable brands, Tasia knows what it takes to communicate in a genuine manner that builds trust. The skills she shares in this podcast will be helpful as you seek to develop deeper relationships with prospects and clients.
How should we talk (or not talk!) about our competitors? David Brock, author of Sales Manager Survival Guide and CEO at Partners In EXCELLENCE has ideas on this topic which he shared in this blog post. We’ll unpack this in a frank and provocative discussion about how to talk about our competitors. You’re going to get some helpful ideas from this episode.
Business comes and goes, but relationships endure. This week our friend Michael Altshuler shares his perspective on how to build endurng relationships with prospects and clients. By the end of this episode, you’ll be inspired to go from handshakes to hugs.
Are you struggling to find time to do the core things that you know will drive success–things like prospecting and following up with your clients? Alex Goldfayn, author of Selling Boldly and the new book, 5-Minute Selling, shares a strategy to leverage short bursts of activity to radically change your relationships and your results.
How can we humanize our sales interactions–especially as we function in a virtual world. This week, Ethan Beute shares practical ideas on how to use video in the sales process. Ethan is the author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience. As the Chief Evangelist for Bomb Bomb, Ethan is a pioneer in the rapid growth in video as a way to bring the personal touch to sales. You’ll leave this episode with powerful ideas that you can put to work to grow your sales and deepen your client relationships.
Does your message resonate with your prospects and clients? This week we’re joined by Jim Karrh, author of The Science of Customer Connections: Manage Your Message to Grow Your Business. Jim is a master of helping sales teams craft effective messages. In this episode, we explore how to create an authentic message that gets used consistently across your sales team.
This week we’re joined by John Voris, business philosopher and author of Discover the Power That Drives Your Personality. He brings together ancient wisdom, European philosophy and psychology for the purpose of empowering humanity. We’ll learn how to understand your clients and prospects based on objects, people, and events. Then discover how to flex to connect authentically with them. Find all of this and more in this fascinating discussion.
Leaders have the opportunity to shine in challenging times. Our guest, Brian Covey, VP of Regional Production for Loan Depot and host of The Brian Covey Show, understands the challenges sales leaders face as they lead remote teams in a high-pressure environment. Whether you lead a sales team or are a sales rep leading your clients, you’ll benefit from the powerful ideas Brian shares.
We find ourselves in a world of cardboard cutout fans at baseball games and back-to-back Zoom meetings. How do we bring the heart to a hybrid world of virtual sales? Our friend, Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know joins us to discuss authenticity in sales inside today’s hybrid sales world of virtual plus face-to-face interactions. Shari explores the idea of courage as a key component of authenticity. You’ll learn how to be vulnerable without getting a vulnerability hangover. We’ll talk about how to be authentic in a virtual environment.