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

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

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

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