Dan Hersh had the opportunity to chat with Larry Levine. Larry has been in the B2B sales field for 30 years now and has built quite the following. He originally started selling office technology and eventually moved into managed services and document management solutions.
Today, Larry coaches B2B sales professionals across the country while promoting his book, “Selling from the Heart”.
He told Dan about a time in his career where his normal sales tactics were tested, and eventually changed through an event that altered the way he looked at sales. The idea that being vulnerable can be used as a strength instead of a weakness, was an interesting concept brought out by this event. And, the importance of having an open, honest and transparent dialogue with your prospects will eventually lead to a lasting relationship. They discuss how the nature of customer service is reactive, and that you must be proactive to give your clients the amount of care and respect they deserve.
Throughout this conversation, Dan and Larry really dive into the importance of caring about those we serve, and how being genuine and honest can lead to very fulfilling relationships.
To learn more about Larry and his book, "Selling from the Heart", visit his website where you can read the first three chapters of the book for free.
The Engaged Prospect Podcast - Interview with Bob Burg, co-author of the business bestselling book, "The Go-Giver".
Dan Hersh had the opportunity to talk with Bob Burg, who regularly speaks to audiences across the country about sales principles and strategies.
Known for his book “Endless Referrals,” he is here to discuss another one of his newer books, “The Go-Giver", which in just three weeks, shot up to number six on The Wall Street Journal’s Business Bestsellers. This is not a new kind of success for Bob though, as this is his fourth book to sell over 250,000 copies. Having co-authored with another successful entrepreneur, John David Mann, they wanted to write a book that shifts the focus of a salesman in a positive and revitalized manner.
In this conversation, Bob discusses with Dan how, and why he decided to write “The Go-Giver”, while touching on some of the key concepts it addresses. Throughout the talk, they focus on the main idea of “The Go-Giver,” which is how salespeople can bring value to those they serve. He talks about how to quickly and sustainably build lasting relationships by understanding how to shift one's focus from getting-to-giving, hence the title of the book.
They also converse about some factors that make up good salespeople, while using personal accounts and experiences to better shape and validate the answers they give. As Dan and Bob go through this discussion, they touch on many aspects on how to improve not only as a salesman / saleswoman, but as a person. That is due to the fact that the advice being given during this conversation can be utilized in other areas of life, outside the office. He hopes this book will aid in changing modern sales philosophies by writing what he calls in his own words, a “business parable.”
You can learn more about Bob Burg at his website https://burg.com/, and to purchase “The Go-Giver”, “Endless Referrals”, and many more of his books, visit https://thegogiver.com/endless-referrals/.
In this episode of The Engaged Prospect Podcast, Sam Stein interviews Dan Hersh to learn about the experience of moderating a sales panel at Carnegie Mellon University with a few industry experts and an unbelievable audience from the Pittsburgh sales, startup, and entrepreneurial scenes.
Listen to EP senior leadership discuss all things sales with some of the brightest sales consultants, authors, and entrepreneurs in the country!
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.