Selling From the Heart Podcast

Hosted by Larry Levine, Darrell Amy

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490

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Aug 2026

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Welcome to the Selling From the Heart podcast, your home for authentic, effective, and socially-integrated sales strategies to help you master the art of selling. Join your hosts Darrell Amy and Larry Levine along with some of the world's best sales thought leaders and practitioners as we explore ways to grow your sales.

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August 22, 2026Episode 2728 min

Every Sales Leader Is a Coach featuring Pamela Potts

Pamela Potts is an executive coach, keynote speaker, and bestselling author of Every Leader Is a Coach. She is the creator of the Leader Coach Approach™ and OMO Method™, helping founders and senior leaders build trust, strengthen accountability, and multiply their impact through coaching-based leadership. With more than 25 years of experience building and scaling high-growth technology and ed-tech companies, Pamela brings a practical, human-centered approach to developing people and creating sustainable performance. SHOW SUMMARY In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Pamela Potts to explore why effective sales leadership is less about directing people and more about developing them. Pamela explains why successful salespeople don't automatically become successful leaders. Leadership requires a different skill set—listening deeply, staying curious, asking better questions, and helping people develop solutions they genuinely own. She introduces her OMO Method: Observe, Map, and Optimize, a practical framework for coaching without judgment, uncovering what is really happening, and helping people create their own path forward. The conversation also explores accountability, trust, consultative selling, and self-coaching. Pamela challenges leaders to stop becoming the bottleneck and become the multiplier—because great leaders don't simply manage people. They develop them. KEY TAKEAWAYS Trust starts with self-awareness. Understand your own perspective before trying to understand someone else's. Become a multiplier, not a bottleneck. Leadership is about developing capability in others. Great sellers don't automatically become great leaders. Coaching requires a different set of skills. Choose curiosity over judgment. Listen to understand instead of immediately trying to solve. Ask better questions. “Tell me more” can unlock insights that advice never will. Use the OMO Method. Observe, Map, and Optimize to turn challenges into opportunities for growth. Let people own their solutions. People are more committed to ideas they help create. Accountability belongs in coaching. Clear commitments, follow-up, and feedback turn conversations into action. Coach yourself first. Self-coaching creates the awareness needed to effectively develop others. Treat failure as data. Use setbacks as information for improvement rather than reasons to stop. HIGHLIGHT QUOTES We stop being the bottleneck and start being the multiplier for our teams. What we’re doing is listening to actually hear instead of solve. What we solve and what we contribute to is what we own. We’re not going to manage people. We’re going to develop people. Once you can coach yourself, then you can coach others as well. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at https://culturefromtheheart.com/Home Get Larry's New Book: Selling Food from the Heart, https://a.co/d/07dzlMx8 Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: https://www.youtube.com/c/sellingfromtheheart/ Get Your Daily Dose of Inspiration: https://www.sellingfromtheheart.net/daily

August 15, 2026Episode 2629 min

Leadership Is Love with Standards featuring Nick Reich

Nick Reich is a leadership coach, author, and CEO of Abundant Empowerment and CoLab , where he helps leaders build high-trust, high-performance teams rooted in purpose, accountability, and human connection. With more than two decades of experience across business, nonprofit, and social impact organizations, Nick specializes in turning complex leadership challenges into practical strategies for developing people and strengthening culture. His upcoming book, Every Player Is Bigger Than the Program, combines storytelling, strategy, and systems thinking to challenge leaders to measure their legacy not only by what they build, but by who they build along the way. SHOW SUMMARY What if higher performance doesn't come from putting more pressure on people but from investing more intentionally in them? In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Nick Reich to explore why great sales and great leadership begin with seeing people as human beings, not titles, quotas, or sources of revenue. Nick shares the remarkable story behind Every Player Is Bigger Than the Program. While coaching at a small charter school without a gym or established basketball program, he built a people-first culture that helped his team become the fastest in Indiana history to win a high school basketball state championship. The conversation explores why organizations cannot demand elite performance without investing in coaching and development, why leaders must focus on the people and processes behind the numbers, and how purpose, values, and accountability shape lasting cultures. Nick ultimately captures his philosophy in one powerful statement: “Leadership is love with standards.” Caring deeply about people doesn't mean lowering expectations. It means developing, challenging, and holding people accountable because you believe in who they can become. KEY TAKEAWAYS Selling is an act of leadership. Both require helping people believe something better is possible. See the person before the opportunity. People want to feel valued beyond their title or revenue potential. Develop before you demand. Sustainable performance requires coaching, support, and intentional development. Focus beyond the scoreboard. Revenue and quotas are outcomes of how well people and processes are developed. Lead intentionally. Purpose, values, and non-negotiables should guide daily decisions. Avoid “commission breath.” Buyers can sense when the transaction matters more than they do. Legacy is built through people. Great leadership is measured by who you help others become. People-first doesn't mean standards-free. The strongest leaders combine genuine care with clear expectations and accountability. HIGHLIGHT QUOTES Selling from the heart for me is leading from the heart, which is living from the heart. Sales and leadership, really, at its core, is an act of belief. The only way to change the world is one person at a time, and that starts with you. A legacy is not what you build, but who you build. We exist to serve the kids, not the other way around. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at https://culturefromtheheart.com/Home Get Larry's New Book: Selling Food from the Heart, https://a.co/d/07dzlMx8 Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: https://www.youtube.com/c/sellingfromtheheart/ Get Your Daily Dose of Inspiration: https://www.sellingfromtheheart.net/daily

August 8, 2026Episode 2530 min

Build Trust in an Age of Disruption featuring Kim Bohr

Kim Bohr is CEO at SparkEffect , where she helps executive teams navigate disruption, organizational change, and emerging technology without sacrificing trust. With more than 25 years of cross-functional leadership experience, Kim advises leaders on aligning business strategy with human-centered practices that strengthen performance and relationships. Her work includes the SparkEffect Trust Elasticity™ framework, designed to help organizations evaluate and strengthen trust during periods of change. Kim is also a board advisor, adjunct lecturer, speaker, host of the Courage to Advance podcast, and author of Successes, Failures & Lessons Learned. SHOW SUMMARY What if every interaction with a buyer is either building trust or quietly eroding it? In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Kim Bohr to explore what it takes to build and protect trust in a world shaped by AI, disruption, informed buyers, and constant change. Kim explains why authentic selling begins with genuinely believing that what you offer will improve the customer's work or life. She shares how trust is created through consistent patterns, honest communication, and actions that demonstrate you truly have the customer's best interests at heart. The conversation also explores the changing role of sales professionals. Buyers may have more information than ever, but they still need someone who can provide context, ask thoughtful questions, connect the dots, and understand the realities behind their decisions. Kim challenges sellers to use AI to eliminate repetitive work—not replace critical thinking, curiosity, vulnerability, or human connection. KEY TAKEAWAYS Serve before you sell. Believe in the value you bring before asking someone to buy. Trust is built through consistent patterns between what you say and what customers experience. Admitting when you don't know something can build more trust than pretending you do. Buyers may have information, but they still need sales professionals who can provide context and connect the dots. AI should support critical thinking and human connection—not replace them. Reinvest time saved through automation into research, better conversations, and stronger relationships. Understand the entire buying team, not just the person signing the agreement. Trust can be measured and should be treated as a meaningful business KPI. HIGHLIGHT QUOTES Do I genuinely believe that whatever I’m offering is going to help this person’s work and life get easier? Every single interaction we have, whether it’s human to human or from a digital lens, trust is either being built or eroded. Our job is to help them see what they may not be able to connect the dots on. Just because I know they can use what I have doesn’t mean I understand the problem. Trust can be measured, and it is as important as any other KPI you are tracking. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

August 1, 2026Episode 2434 min

Turn Your CRM Into a Revenue Engine—Building Trust, Consistency, and Better Follow-Up featuring Jason Kramer

Jason Kramer is the Founder and CEO of Cultivize, where he helps businesses transform their CRM systems into engines for sales growth. Working with organizations across multiple countries, Jason specializes in implementing structured, repeatable sales processes that improve lead conversion, strengthen customer relationships, and maximize revenue. A trusted CRM strategist, speaker, and podcast guest, Jason is passionate about helping sales and marketing teams align around smarter systems, better data, and consistent execution that drives measurable results. SHOW SUMMARY What if your CRM became one of your greatest sales assets instead of another administrative task? In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Jason Kramer to discuss why CRM success has very little to do with software—and everything to do with mindset, process, accountability, and consistency. Jason explains that many salespeople view CRM as a reporting tool for management when it should be a performance tool that helps them prioritize opportunities, remember important customer details, and consistently follow through on commitments. He shares why even the most advanced technology cannot compensate for an undefined sales process or inconsistent leadership. The conversation also explores the growing role of AI, automation, lead scoring, buying signals, and meeting transcripts. Jason offers practical strategies for reducing administrative work, improving follow-up, and helping sales professionals spend more time doing what matters most—building authentic relationships with their customers. KEY TAKEAWAYS Shift your CRM mindset from reporting to revenue generation. Technology cannot fix a broken or undefined sales process. Consistent follow-up builds trust and protects customer relationships. Leaders must model CRM adoption and create accountability across the team. Lead scoring and customer insights help prioritize the right opportunities. AI and automation should reduce administrative work—not replace relationships. Ongoing coaching and reinforcement are essential for long-term CRM success. Strong CRM habits improve consistency, productivity, and sales performance. The best CRM is the one your team actually uses every day. HIGHLIGHT QUOTES Selling from the heart is being authentic, honest, and genuine. The tool alone isn't going to solve the problem. I've never met a salesperson that doesn't want to follow up. Software doesn't solve problems. People solve problems. Once you look away, things can go back to bad habits very quickly. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

July 25, 2026Episode 2330 min

Commit to a System—Building Consistency, Mastery, and Predictable Sales Results featuring Jim Effner

Jim Effner is a master sales trainer, author, and founder of P2P Group, where he helps financial advisors and agency leaders achieve stronger results through mindset mastery, proven sales systems, and intentional communication. A former top producer at Northwestern Mutual, Jim now trains financial professionals across the country to develop greater consistency, confidence, and mastery in their sales careers. He is also the author of Bridge Your Gap: Sales Strategies and Systems for Becoming a Top Financial Advisor . SHOW SUMMARY In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Jim Effner to explore why sustainable sales success requires more than motivation, natural ability, or increased activity. It requires a proven system, disciplined habits, and a commitment to continually practice your craft. Jim explains how a reliable process helps salespeople stop operating according to their mood, energy, or confidence level. He also introduces the idea of becoming “professionally perturbed”—reaching the point where inconsistent performance is no longer acceptable and meaningful change becomes necessary. The conversation explores mastery, accountability, intentional questioning, and authentic relationship-building. Jim shares that prospects need to feel three things: that they can trust you, that you genuinely care, and that you have the knowledge to help them. When those qualities are combined with a proven system and consistent practice, sales professionals can close the gap between their current results and their true potential. KEY TAKEAWAYS Stop winging it. Sales results become unpredictable when your actions depend on how you feel that day. Commit to a proven system that creates consistency, sustainability, and a clear path forward. Become “professionally perturbed” enough to stop accepting inconsistent performance. Remember that simple does not mean easy. Mastery still requires discipline, repetition, and effort. Schedule time to practice your sales skills instead of relying only on experience. Create accountability that measures your ability to apply what you have learned. Help prospects feel that they can trust you, that you care, and that you are knowledgeable. Avoid chasing every new sales trend. Choose a proven system, commit to it, and refine it over time. Bring intentionality to every conversation instead of relying on improvisation. HIGHLIGHT QUOTES Systems allow a sales professional to get out of their own way. If you’re going to be great in sales, you’ve got to spend some time working on your art. The moment you find yourself wanting something more for them than they want for themselves, you’re dead. Intentionality means the opposite, or the antithesis, of winging it. There’s a big difference between easy and simple. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

July 18, 2026Episode 2230 min

The Generosity Mindset—Building Trust by Giving More Value featuring John Ray

John Ray is a business consultant, executive coach, author, speaker, and podcast host who helps professional service providers grow through stronger client relationships, clear value positioning, and confident pricing. Working with attorneys, accountants, coaches, consultants, and other trusted advisors, John teaches professionals how to communicate their expertise more effectively, build lasting trust, and create businesses rooted in service rather than transactions. He is also the host of The Price and Value Journey podcast, where he shares practical insights on leadership, value creation, and sustainable business growth. SHOW SUMMARY In this episode, Larry Levine and Darrell Amy welcome John Ray to explore how a generosity mindset transforms relationships, pricing, and long-term business success. John explains that generosity isn't about giving everything away. It's about giving your attention, your expertise, your curiosity, and your willingness to truly understand the people you serve. The conversation explores why clients often recognize value in us before we recognize it in ourselves, how testimonials can become powerful confidence-builders, and why asking better questions leads to deeper relationships. John also challenges sales professionals to stop relying on assumptions and instead approach every client with fresh curiosity, reminding us that "people are deep mysteries." Whether you're navigating a difficult sales day or looking to create more meaningful customer relationships, this episode offers a refreshing reminder that generosity isn't a weakness—it's one of the strongest drivers of trust, referrals, and sustainable growth. KEY TAKEAWAYS Generosity means creating more value than you take—not giving everything away. Clients often see strengths and value in you that you fail to recognize yourself. Testimonials and client feedback can become powerful reminders of your impact. The best professionals lead with attention, curiosity, and genuine service. Never assume every client values the same things—keep asking thoughtful questions. Relationships deepen when you treat every customer as a unique individual. Giving value consistently creates trust, referrals, and long-term business growth. A generosity mindset helps sales professionals move beyond comparison, imposter syndrome, and self-doubt. HIGHLIGHT QUOTES Clients see more value in you than you see in yourself. We've got to give more value first than we get back. It's not giving until you're dry. It's giving value knowing that value comes back over time. It's a generosity of spirit, attention, and giving a listening ear to those around us. The more you understand people, the more value you can create. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

July 11, 2026Episode 2126 min

If You Were Arrested for Selling: Evidence, Decision-Makers, and the Seven Deadly Sins featuring Ian Selby

Ian Selbie is a globally recognized sales expert, author, speaker, and podcast host with more than 25 years of experience helping organizations improve sales performance and sustainable growth. He has trained and coached more than 17,000 sales professionals worldwide and previously worked at Apple, where he was named the company’s Top Salesperson in the World in 1990. Ian is the author of If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? and the host of Confessions of a Sales Pro. SHOW SUMMARY In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Ian Selbie to discuss selling with curiosity, compassion, and strong fundamentals. Ian shares his framework: “Call high, find the pain, bring the gain, and do it again and again.” He explains why salespeople should begin with decision-makers, uncover real business challenges before presenting solutions, and avoid sending proposals to unqualified opportunities. The conversation also explores several of Ian’s “Seven Deadly Sins in Selling,” including calling too low, proposing too early, and expecting CRM technology to fix a broken sales process. KEY TAKEAWAYS Selling from the heart begins with genuine curiosity, compassion, and a commitment to helping customers succeed. Start every opportunity at the highest level possible—decision-makers can say yes, while influencers often cannot. "Call high, find the pain, bring the gain" provides a simple framework for creating meaningful customer conversations. Never present a proposal before you've fully qualified the opportunity and uncovered the customer's true business challenges. Technology doesn't fix poor sales fundamentals—a CRM only amplifies the quality of your existing sales process. The strongest path into executive leadership is through earned referrals built on trust and consistent value. HIGHLIGHT QUOTES Call high, find the pain, bring the gain, then do it again and again. Influencers can say no. Decision-makers can say yes. If your sales team were arrested for selling, would there be enough evidence to convict them? A CRM doesn't fix broken sales processes—it magnifies them. Value grows when you increase the benefit, not when you decrease the price. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

July 4, 2026Episode 2031 min

The Framemaking Sale: Building Buyer Decision Confidence featuring Karl Schmidt

Karl Schmidt is the Co-Founder of A to B Insight , where he helps organizations transform their sales approach by aligning with how customers actually make decisions. Drawing on years of experience at leading firms including Boston Consulting Group and Gartner, Karl has conducted award-winning research into buyer behavior, commercial strategy, and complex B2B decision-making—including work that contributed to the groundbreaking insights behind The Challenger Sale. As the co-author of The Framemaking Sale, Karl equips sales leaders and organizations with practical frameworks for increasing buyer confidence, simplifying complex decisions, and creating customer experiences built on trust rather than pressure. His research and thought leadership have been featured in Harvard Business Review, Forbes, and other leading business publications, making him one of today's foremost voices on decision science in modern sales. SHOW SUMMARY In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Karl Schmidt, Co-Founder of A to B Insight and co-author of The Framemaking Sale, for a fascinating conversation about how customers truly make decisions—and why helping buyers gain confidence is more valuable than simply persuading them. Karl introduces the concept of "framemaking," explaining that exceptional sales professionals don't just provide information or recommend solutions—they help buyers navigate complexity, clarify priorities, and build confidence in their own decision-making process. The conversation explores groundbreaking research showing that buyer decision confidence is one of the strongest predictors of successful, high-quality purchases. Rather than focusing solely on convincing prospects that your solution is the best, Karl explains why helping buyers feel confident in themselves creates better outcomes, stronger trust, and longer-lasting customer relationships. Listeners will also discover why emotions play a critical role in decision-making, how trust is built through shared experiences, and practical ways to simplify buying decisions while preserving customer autonomy. If you want to become the trusted guide your customers need—not just another salesperson competing for attention—this episode offers a refreshing, research-backed perspective on modern selling. KEY TAKEAWAYS Buyer decision confidence is one of the strongest predictors of successful, low-regret purchasing decisions. Great sales professionals help buyers gain confidence in themselves—not just confidence in the product. The best sales conversations move customers through know → feel → do, not simply know → do. Framemaking helps customers organize complexity instead of overwhelming them with information. Customers value guidance that preserves their autonomy rather than pressure that limits it. Helping buyers make the best decision—even if it's not your solution—builds long-term trust HIGHLIGHT QUOTES Our goal isn't to make customers choose us. It's to help them make the best decision possible. Decision confidence isn't confidence in the seller—it's confidence in yourself. People don't just need to know what to do. They need to feel confident enough to do it The best salespeople don't tell customers what to think. They help them think more clearly. Frame making creates clarity without taking away the customer's agency. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

June 27, 2026Episode 1930 min

Rediscovering Real Time Conversations in Sales featuring Mary Jane Copps

Mary Jane Copps helps sales professionals win more business by rediscovering the power of real-time conversations. For more than 20 years, she has coached sales teams, entrepreneurs, startups and customer service professionals how to build trust, open doors and strengthen relationships through effective phone, video and in-person communication. Her practical approach helps people turn everyday conversations into meaningful connections, leading to stronger client relationships and more business. Mary Jane has worked with more than 800 organizations and trained over 30,000 professionals across North America and internationally in France, Britain and Australia. Her expertise has been featured by a wide range of media including Fox News, the BBC, CBC, and in The Wall Street Journal and Bloomberg. She publishes a blog each week that explores one valuable skill people can use immediately to strengthen their conversations with clients and prospects. This aligns with her mission to help companies increase their real-time conversations instead of losing opportunities by avoiding them. SHOW SUMMARY In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome communication expert Mary Jane Copps—known as "The Phone Lady"—for a timely conversation about one of the most overlooked skills in modern sales: having meaningful real-time conversations. As automation, AI, email, and texting continue to dominate business communication, Mary Jane explains why authentic voice-to-voice conversations remain one of the greatest competitive advantages a sales professional can have. She shares how curiosity, empathy, preparation, and genuine interest in others transform ordinary sales calls into lasting business relationships. Together, they explore why conversational skills are declining, how sales professionals can intentionally rebuild them, and practical techniques for creating stronger customer connections—from asking better open-ended questions to leaving compelling voicemails and following up with empathy instead of pressure. If you've ever wondered whether phone calls still matter in today's digital world, this episode delivers a compelling reminder that trust is built one conversation at a time. KEY TAKEAWAYS Great sales conversations begin by focusing on the customer, not yourself. Curiosity and empathy create stronger relationships than scripted pitches. Real-time conversations remain one of the most valuable—and underdeveloped—sales skills. Technology should support communication, not replace human connection. Open-ended questions encourage meaningful dialogue and uncover deeper customer needs. Your voice communicates conviction, authenticity, and enthusiasm in ways email never can. HIGHLIGHT QUOTES Selling isn't about us. It's about the person sitting across from us. Technology can make communication easier—but it can never replace human connection. Your voice carries your conviction, your enthusiasm, and your authenticity. People don't remember perfect sales pitches. They remember how you made them feel. Persistence isn't pestering. Persistence is showing people they matter. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose

June 20, 2026Episode 1829 min

Integrity First Selling: Play the Long Game and Put the Buyer First featuring Mark Hunter

Mark Hunter , CSP, known globally as “The Sales Hunter,” is a renowned sales expert, keynote speaker, consultant, and best-selling author who helps organizations transform how they approach sales. With more than 30 years of experience in sales leadership, he has worked with companies around the world to help sales teams identify better prospects, build stronger relationships, and close deals with confidence and integrity. Before launching his company, The Sales Hunter, Mark spent nearly two decades in the sales and marketing divisions of Fortune 200 companies, leading large sales teams and developing high-performing sales strategies. He is the author of several influential books, including High-Profit Prospecting, High-Profit Selling, and A Mind for Sales, and is widely recognized for his practical insights on prospecting, mindset, and building trust-based sales relationships that drive long-term business success. SHOW SUMMARY In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome renowned sales expert, author, and keynote speaker Mark Hunter, known around the world as "The Sales Hunter," to discuss his latest book, Integrity First Selling: How to Create Better Sales with Better Customers. Mark challenges conventional sales thinking by reminding listeners that sales is not about moving products—it's about serving people. He explains why the most successful sales professionals focus on helping buyers achieve outcomes they never thought possible rather than simply chasing quotas, commissions, or quarter-end numbers. The conversation explores what it truly means to put integrity first in sales, including aligning with the buyer's journey, building trust through transparency, and playing the long game even when short-term pressure tempts salespeople to do otherwise. Mark also shares practical insights on prospecting, pipeline development, leadership, accountability, and why many organizations mistakenly create the very buying behaviors they complain about. In a marketplace increasingly crowded by AI-generated noise and transactional selling, Mark makes the case that trust, authenticity, and consistency remain the most valuable competitive advantages a salesperson can possess. This episode is a powerful reminder that sales done with integrity doesn't just create better customers—it creates better careers, stronger relationships, and lasting success. KEY TAKEAWAYS Sales is fundamentally about serving people, not selling products. Integrity-first selling requires joining the buyer's journey rather than forcing your own agenda. Long-term trust always outperforms short-term sales tactics. End-of-quarter discounting often trains customers to delay purchasing decisions. Healthy pipelines eliminate desperation and create better customer experiences. Sales leaders should focus on creating opportunities, not simply closing deals. HIGHLIGHT QUOTES Sales is serving people. It's not selling stuff. The products we sell are simply the medium we use to help people. Closing without integrity creates revenue today and regret tomorrow. The easy sale isn't the one you get. It's the one you deserve. Desperation at the end of the quarter is usually the result of poor pipeline discipline at the beginning of the quarter. Being the same person at work and at home makes life simpler and sales more effective. ADDITIONAL RESOURCES Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast ! Nominate a visionary CEO at www.culturefromtheheart.com ! Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible ! Transform your sales approach with insights that matter. Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube Get Your Daily Dose of Inspiration: Click Here for Your Daily Dose