Welcome to another engaging episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they explore the transformative power of coaching in sales with their special guest, Paul Fuller.

ABOUT OUR GUEST:

Paul Fuller’s mission is to help others maximize their potential through his expertise. As a pioneer in sales process, training, and CRM, he has led global sales and marketing teams to achieve significant growth. He defines sales as service, leadership, and wayfinding.

Currently, Paul leads revenue growth at Membrain.com, a top sales effectiveness CRM. He works with a team and over 100 sales consultants to drive scalable growth in over 80 countries.

EPISODE SUMMARY:

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Paul Fuller, Chief Revenue Officer at Membrain and host of The Art and Science of Complex Sales podcast. They discuss the critical role of coaching in sales, emphasizing the importance of authenticity, building trust, and focusing on both mindset and skills. They explore how effective coaching can elevate sales teams, drive significant results, and enhance overall job satisfaction. Fuller shares valuable insights on embracing a holistic approach to coaching and the positive impact it can have on both individual sellers and entire sales organizations.

KEY TAKEAWAYS:

• Authenticity in Sales: Learn how authenticity drives meaningful connections and fosters trust in the sales process.
• Mindset Matters: Discover the crucial role of mindset in sales success, from self-discipline to confidence-building.
• Coaching Beyond Skills: Understand why effective sales coaching goes beyond technical skills to address mindset and heartset.
• Navigating Challenges: Explore strategies for overcoming common sales challenges through empathy and genuine client engagement.
• Building Sales Leadership: Insights into developing leaders who inspire and guide their teams with empathy and strategic vision.

QUOTES

• "Sales isn't just about transactions; it's about service, leadership, and wayfinding."
• "Helping salespeople define their vision and navigate their path authentically is key to effective coaching."
• "Coaching is messy because it involves understanding and supporting individuals on a deeper, human level."

Learn more about Paul Fuller:

LinkedIn: https://www.linkedin.com/in/psfuller/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

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https://www.youtube.com/c/sellingfromtheheart/

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Welcome to another insightful episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they dive deep into genuine, trust-based selling with their special guest, Mark A. Mears.

ABOUT OUR GUEST:

Mark A. Mears is a #1 Best Selling author, keynote speaker, consultant, and visionary business leader with an impressive track record of driving innovation and growth for major brands like PepsiCo, McDonald’s, Frito-Lay, JCPenney, NBCUniversal, and The Cheesecake Factory. As the Founder and Chief Growth Officer of LEAF Growth Ventures, LLC, Mark is dedicated to helping individuals, teams, and organizations reach their growth potential and make a positive impact. His latest book, "The Purposeful Growth Revolution: 4 Ways to Grow from Leader to Legacy Builder," embodies his mission of purposeful growth. Mark is also a proud member of the Senior Leader Network within Conscious Capitalism, Inc.

EPISODE SUMMARY:

In this episode, Mark Mears introduces the revolutionary LEAF growth model: Leadership, Engagement, Accountability, and Fulfillment. He shares his insights on the importance of authenticity, trust, and building genuine relationships in modern sales. Learn how to create a sense of community and belonging in the workplace and discover strategies to enhance customer relationships through meaningful value exchange. This episode is packed with practical advice on moving from being a leader to a legacy builder, making a lasting impact in a trust-driven world.

KEY TAKEAWAYS:

• The LEAF growth model: Leadership, Engagement, Accountability, Fulfillment.
• Importance of authenticity and trust in modern sales.
• Creating a community and sense of belonging in the workplace.
• Strategies for enhancing customer relationships through value exchange.
  Impact of emotional connections on sales and profitability.

QUOTES:

• "All it really is, is a value exchange. Authenticity and trust are crucial in building lasting relationships."
• "There's a short distance between the heart and the mind in successful sales."
• "Leadership, Engagement, Accountability, and Fulfillment—these elements intertwine to drive purposeful growth."
• "Belonging is crucial. We're all in the people business, which means we're in the feelings business."
• "Move from managing transactions to leading and building legacies with your team members."

Learn more about Mark Mears:

LinkedIn: https://www.linkedin.com/in/markamears/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.

SHOW SUMMARY

In this engaging episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding what’s at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.

KEY TAKEAWAYS

• Importance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.
• Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?
• Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.
• Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.
• Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.

QUOTES

• "Story is the language of the heart, and it's where trust is built and sustained." – Darrell Amy
• "We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." – Stephen Steers
• "You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." – Larry Levine
• "A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." – Stephen Steers
• "If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." – Stephen Steers

Learn more about Stephen Steers:

LinkedIn: https://www.linkedin.com/in/stephen-steers/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.

KEY TAKEAWAYS

• AI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.
• Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.
• Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.
• Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.
• Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.

QUOTES

• "You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it."
• "Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes."
• "AI should understand your voice and point of view. It should enhance your communication, not replace it."
• "Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful."
• "We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."

Learn more about Adrian Chenault:

LinkedIn: https://www.linkedin.com/in/adrianchenault/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.

KEY TAKEAWAYS

• Personalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.
• Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.
• Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.
• Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.
• Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.

QUOTES

• "When you shine the light on the person or the people sitting in front of you, they'll shine the light right back."
• "People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship."
• "As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."

Learn more about Richard Weylman:
LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor’s degree in Kinesiology and a master’s degree in Public Health, specializing in worksite health promotion.

However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.

Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.

KEY TAKEAWAYS

• Authentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.
• Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.
• Pausing is essential; it interrupts reactivity and allows for intentional actions.
• Identifying and living by core values helps in making tough decisions and maintaining alignment.
• Grounding oneself in core values enables facing difficult situations with integrity and authenticity.

QUOTES

• "Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting."
• "We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm."
• "We're hardwired to avoid discomfort, but disruption is where we grow and evolve."
• "Our childhood self is running the show, reacting to triggers from past experiences."
• "Once you're grounded in your values, it's easier to face the cringiness of self-exploration."

Learn more about Rosie Ward, Ph.D.:
LinkedIn: https://www.linkedin.com/in/rward/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.

His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.

In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.

Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.

KEY TAKEAWAYS

• Embracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.
• Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.
• Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.
• Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.
• Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.

QUOTES

• "Selling from the heart means serving more people and helping those who can't necessarily help you."
• "You cannot control the outcomes; you can only control the inputs."
• "The more you learn, the more you earn. Continuous self-improvement is key."
• "Authenticity and sincerity are the foundations of trust in sales."
• "Transform personal challenges into superpowers by changing your mindset."

Learn more about Niraj Kapur:
LinkedIn: https://www.linkedin.com/in/nkapur/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.

KEY TAKEAWAYS

• Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.
• Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.
• Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.
• Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.
• Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.

QUOTES

• "Half of your success in sales comes from the work you do when you're not in front of the customer."
• "Invest your sales time where it will get the best return on investment."
• "Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully."
• "In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."

Learn more about David Kahle:
LinkedIn: https://www.linkedin.com/in/davekahle/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation

https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.

https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

SUBSCRIBE to our YOUTUBE CHANNEL!

https://www.youtube.com/c/sellingfromtheheart/

Click for your Daily Dose of Inspiration: