Former corporate senior leader Dustin Dale is a professional keynote speaker, executive leadership trainer, and bestselling author whose life mission was redefined on November 21, 2021. Dustin was told that he was headed toward death from an autoimmune disease. In four days, Dustin realized his mission still needed to be finished. During his many treatment sessions in an oncology department, Dustin wrote his first best-selling book, ""Learn to Lead by Serving,” where he shares his knowledge and experience of 10 years leading over 1,000 teams and more than 3,500 persons for major corporate companies.

Dustin has developed leaders worldwide by inspiring stronger cultures and creating servant leaders. He has also become an example of faith through his powerful testimonial. Dustin brings an authentic and inspiring message about what it is meant to become a servant leader. Delivering this message across corporations, universities, and all industries have created a ripple effect for future leaders to succeed!

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.

KEY TAKEAWAYS

• Authenticity and Trust: Genuine connection fosters trust, which is essential in today's post-COVID world.
• Self-Discovery: Understanding oneself is crucial for effective leadership and salesmanship.
• Leadership Shadow: Leaders must be aware of their reputation and the impact they have on others.
• Circle of Success: Surround yourself with individuals who challenge and elevate you.
• Transparent Conversations: Honest communication builds credibility and fosters growth.
• Building Trust: Consistently providing value and nurturing relationships is key.
• Morning Routine: Starting the day with self-care and focus prepares you to serve others effectively.

QUOTES

• "Selling from the heart is the true connection point between solution and authenticity, where trust is found."
• "The longer a problem stays a problem, the more debt you pay on it."
• "Servant leadership is not about doing the job of your teams, but about helping them and fostering connection."
• "Your reputation is your leadership shadow, invisible yet powerful."

Learn more about Dustin Dale:
LinkedIn: https://www.linkedin.com/in/dustindaleservantleader/

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 BarnesandNobles 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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Jean-Claude (JC) Larreche is Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus at INSEAD. His book The Momentum Effect: How to Ignite Exceptional Growth, published by Pearson, was named the 4th Best Book of the Year by Amazon USA in its Business and Investing category. It has been translated into several languages.

Building on his research in The Momentum Effect, Professor Jean-Claude (JC) Larreche currently works on developing “leadership talents for powering growth” on a global scale. He has designed the learning simulation DiG (Discovery, Innovation, and Growth) which is currently available in six languages (English, French, Spanish, Russian, Chinese, and Korean) and is offered internationally by a network of local certified DiG instructors. The research objective of the simulation is to test if the leadership skills for growth are different in a variety of contexts (country, industry, the size of company…) and to explore if personal development approaches have to be adapted accordingly.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.

KEY TAKEAWAYS

• Understanding the evolution of sales transformations: from product pushing to solution selling to value capture selling.
• The importance of vulnerability in sales leadership and the challenge of bridging from one person's heart to another's.
• The significance of corporate value drivers: profitability, market share, and customer satisfaction.
• Developing competencies for long-term success: juggling multiple objectives, leadership, empathy, and business acumen.
• Bridging the gap between top management and the sales force for mutual respect and strategic alignment.

QUOTES

• "When you talk from the heart, it's from the heart of one person to the heart of another person."
• "The deep root cause of short-term vision in sales is the lack of respect that top executives have for the sales force."
• "Salespeople are not just selling; they're managing a business."

Learn more about Jean-Claude (JC) Larreche:

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

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 HERE!

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.

SUBSCRIBE to our YOUTUBE CHANNEL!

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

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.

KEY TAKEAWAYS

• Slowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.
• Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.
• Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.
• Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.
• Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.

QUOTES

• "The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate."
• "Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust."
• "If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."

Learn more about Dave Kurlan:

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

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 HERE!

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.

SUBSCRIBE to our YOUTUBE CHANNEL!

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

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass