Selling From The Heart Podcast

Let's face it, much of our sales career going forward will be lived through the lens of a camera. The way we show up (or don't show up) on screen is now a key driver in our ability to build trust. That's why we're excited to talk with sales expert, Julie Hansen, about her new book, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. She coaches us on how to engage through the camera. You'll learn about the dangers of RBF (not what you think) and how to overcome this challenge. You're going to love this episode!What could it mean to your sales results, income, and fulfillment if you could get through more new doors, speed up your funnel velocity, and cross-sell more to your customers? The one thing that affects all of these sales results is your ability to build and sustain trust. That's why we're excited to announce the Trust Building INTENSIVE! If you want to make 2022 the best year yet, join us for a journey of success and fulfillment. Learn more at intensive.2021trus

How are you enabling your sales team to succeed in this dynamic environment? We're joined today by members of the Abbott Labs sales enablement and sales leadership teams for a practical discussion about what sales reps need to succeed. We'll explore how sales enablement teams can help empower soft skills. You'll also hear about high leverage initiatives sales enablement leaders can employ to empower success. Did you miss the 2021 Trust Building Challenge? You can catch the recordings of these powerful sessions at www.2021trustchallenge.com.Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!

As we head into Q4 we need to be on top of our game. It's important that we don't neglect personal development. To help us, we've pulled in a dynamic panel of our friends Laura Brandao, Tasia Valenza, Michael Altshuler. In this session originally presented at the 2021 Authentic Selling Challenge, each of them shares how they grow as professionals. Make sure to listen to the end for a special gift from Michael. Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Don Barden, author of The Perfect Plan, and leadership coach, Marques Ogden. Learn more and register now at www.2021trustchallenge.com.Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!

Get ready to meet our new friend, Ari Galper This conversation will inspire you and it may step on your toes. Ari unpacks how to build trust with prospects and clients. We discuss the three sales myths and how they destroy trust. Then Ari shares two principles that will help you build trust early in the sales cycle and accelerate your results. Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com. Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!

What can we learn from history? Are there things we've lost along the way? Todd Caponi, host of the Sales History Podcast and author of The Transparency Sale. Join us for an entertaining and provocative discussion. He shares what he's learning as he goes back over 100 years in sales history. The results are inspiring and challenging!Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com.

The number one question sales professionals must answer every day is, "What makes you different?" How do you answer this question? Our friend, Lee Salz, shares powerful ideas from his new book, Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition. Lee shares the one strategy that 99.9999% of salespeople ignore that can immediately differentiate you and move deals forward faster.If you preorder the book you get special bonuses! Go to www.selldifferentbook.com to learn more. Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com. Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!

If you want to up your sales game, you're going to love getting a first look at the new book, Human Centered Communication: A Business Case Against Digital Pollution. Our friends, Ethan Beute and Steve Pacinelli have put together a masterpiece full of actionable items that will help you communicate more effectively with your clients and prospects. Grab a pen and a notepad for this one. And while you're at it, go pre-order your copy of this incredible book!

Get ready to be inspired! Today we're joined by The Sales Energizer himself, Dan Jourdan. We discuss the power of unfaltering honesty. Dan shares strategies to transfer energy and enthusiasm to our prospects and clients. You're going to love his mantra that he shares at the end of the episode!

If you want to build trusting relationships with your clients and prospects show gratitude. Our friend Laura Brandao shares creative strategies she uses to say thank you to her clients. You're going to love this conversation shared from the 2021 Client Appreciation Challenge.

Authenticity gives you the competitive edge. To coach us in how to develop authenticity, we’re happy to share this conversation with our friend and coach, Dave Sanderson. From his experience as a sales professional at Oracle, to surviving the Miracle on the Hudson. Dave brings a fresh and relevant perspective to why authenticity wins!

We live in a post-trust world where buyers are more skeptical than ever. Jeremy Miner, the founder, and Chairman of 7th Level Communications helps companies close more sales in less time by learning how to communicate to today’s cautious, skeptical buyers. We discuss how to approach our initial conversations with a neutral tone and how to build credibility with highly skeptical buyers. Make sure to check out the resources at www.salesrevolution.group.

What could happen if you were able to more effectively transfer feelings to your prospects and clients? Today’s guest, Francois Lupien, coaches us on how to build relational bridges. We’ll explore how we can cast a vision for a positive future instead of staying in the negative emotion from exploiting pain points. We’ll also learn how to develop the habits of a business athlete. Get ready to learn from this idea-packed discussion.

Do you have your customer's best interests at heart? Buyers can smell insincerity. Trust is the ballgame and today's guest, Dr. David Stuckenberg coaches us on how to build trust. Not only did he begin in sales, but his career has also taken him to the remotest parts of the earth in the US Air Force and with international negotiations. David shares with us the importance of trust, how to build trust quickly, and how to sustain trust.

If you want to develop authenticity and remove barriers that are holding you back, you're going to love this conversation with our friend, Darren Reinke. He's the author of The Savage Leader, 13 Principles To Become a Better Leader From the Inside Out. Darren believes that great leaders and sales professionals are built from the inside out, not the outside in. You'll discover why values are critical to becoming a more authentic rep. You'll also learn how to identify and begin removing self-limiting beliefs.

How do you set yourself up to become a sales rock star? One of Larry's coaches and mentors, Ryan Blair, joins us to talk about what it takes to be at the top of your game. Ryan went from being a gang member to being a multimillionaire entrepreneur. He coaches us on how we can take our sales careers to the next level. In conclusion, You don't want to miss this episode!

The master of sales himself, Tom Hopkins, shares strategies that he uses to show appreciation to his clients. Join us for this practical and inspirational discussion originally recorded during the 2021 Client Appreciation Challenge.

Sales professionals regularly encounter adversity, consistently requiring grit to stay in the game. Today's guest, Austin Hatch, shares the strategy he used to thrive in extreme adversity. Following a tragic story of two plane crashes, he developed grit to rebound and become part of the University of Michigan basketball team. You are going to be inspired and challenged by this incredible message.

Join us for a special episode live from the Outbound 2021 Conference in Atlanta. You'll discover our key takeaways from the conference as we enter the next phase of sales. Learn key takeaways from Jeb Blount, Jeb Blount Jr., Anthony Iannarino, Mark Hunter, Meridith Elliott Powell, and more!

What could it look like if you become 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.

How do we create a culture of generosity with our clients? There is no one better to answer this question than our friend, April Shprintz. She’s the author of Magic Blue Rocks, The Secret To Doing Anything, and the creator of the Generosity Culture(R). Prepare to be inspired to get closer to your clients, say thank you, and listen to their needs. In this episode, you’ll find the key to unlock the door to new levels of success.