Selling From the Heart Podcast Larry Levine, Darrell Amy

ABOUT THE GUEST(S)

Gretchen Gordon is the author of "The Happy Sales Manager: Drive Sales, Lead Your Team with Ease, and Have Fun." She is the founder and CEO of Braveheart Sales Performance, a sales consulting and training firm. With over 30 years of experience in sales and sales management, Gretchen is passionate about helping sales leaders transform their roles and find happiness in their work. She is known for her practical advice and expertise in overcoming common sales management challenges.

SHOW SUMMARY

In this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.

KEY TAKEAWAYS

Sales managers need to adopt a different mindset than that of a salesperson. They should focus on coaching, motivating, and inspiring their team members rather than trying to replicate their own success.

It is important for sales managers to recognize that not everyone on their team will be like them. Each salesperson has their own unique strengths and weaknesses, and it is the manager's role to understand and support them individually.

Sales managers should resist the temptation to rescue their team members and instead focus on preparing them for success. By practicing and role-playing different scenarios, managers can build their team's confidence and enable them to handle sales calls effectively.

Sales managers need to be willing to change and grow in their role. They should constantly assess their own strengths and weaknesses and be open to learning new strategies and approaches to sales management.

Building trust and effective communication are key to successful sales management. Sales managers should create an environment where team members feel comfortable sharing their challenges and seeking guidance.


QUOTES

"Selling from the heart is just being a person talking to another person." - Gretchen Gordon

"You have to focus on doing the uncomfortable or difficult things to enable the people on your team to execute at the highest level." - Gretchen Gordon

Learn more about Gretchen Gordon:
LinkedIn: https://www.linkedin.com/in/gretchengordonbraveheart/
Website: https://www.thehappysalesmanager.com/

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

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https://whyinstitute.com/

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

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.

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.

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/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation. Discover how to build trust quickly with prospects and clients. Get your autographed advanced reader’s editions now! Read it before the official launch on April 13, 2024. Please visit https://sellinginaposttrustworld.com/

Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NA

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

Tune in for an exciting announcement on this special episode of the Selling From the Heart podcast!

Learn More:

https://sellinginaposttrustworld.com/home-prerelease

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carol delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carol shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.