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Selling From the Heart Podcast

Selling From the Heart Podcast

Written by: Larry Levine Darrell Amy
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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.© 2022 Copyright 2021 Social Sales Academy Careers Economics Personal Success
Episodes
  • Identity-Driven Selling and Quantum Sales Growth featuring Elyse Archer

    Identity-Driven Selling and Quantum Sales Growth featuring Elyse Archer
    Jun 13 2026

    Elyse Archer is a leadership consultant, keynote speaker, and executive coach who helps high-growth teams and leaders build stronger communication, sharper focus, and more resilient cultures. With deep expertise in psychology, performance strategy, and human behavior, Elyse equips organizations to improve collaboration, enhance accountability, and empower individuals to contribute their best work.
    She is the founder of Elyse Archer Coaching and creator of programs that help leaders communicate with clarity, manage change effectively, and lead with authenticity. Elyse’s practical, research-informed approach blends mindset, skill-building, and heart-centered leadership, making her a trusted advisor to executives, founders, and teams looking to scale both results and culture.

    SHOW SUMMARY

    In this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with leadership consultant, executive coach, and keynote speaker Elyse Archer to explore the powerful connection between identity and sales success.

    Elyse shares her personal journey of breaking through an income ceiling that had persisted despite years of hard work, training, and achievement. Following a series of life-changing events, including the unexpected loss of her podcast co-host, becoming a new mother, and reflecting on the lessons from The Top Five Regrets of the Dying, she realized that lasting growth required more than new strategies. It required becoming a new version of herself.

    Together, they unpack the concept of identity-driven selling, why results rarely exceed self-concept, and how sales professionals can shift from operating out of fear, scarcity, and hustle to leading and selling with confidence, purpose, and an open heart.

    KEY TAKEAWAYS

    • Your sales results will rarely exceed your self-concept and identity.
    • Sustainable growth starts with becoming the person capable of achieving the result you desire.
    • Selling from the heart means operating from wholeness, service, and authenticity rather than fear or scarcity.
    • Mindset alone isn't enough; identity, beliefs, emotions, and actions work together to create outcomes.
    • The "Old Personality vs. New Personality" framework provides a practical path for personal transformation.


    HIGHLIGHT QUOTES

    The breakthrough doesn't happen when you learn something new. It happens when you become someone new.


    Your beliefs create your actions, your actions create your habits, and your habits create your results.


    The version of you that has already achieved the goal thinks differently, feels differently, and acts differently.


    Your desires aren't distractions. They're often clues pointing you toward your purpose.


    The greatest transformation isn't becoming someone else—it's remembering who you really are.


    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
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    30 mins
  • Defining What “Good” Looks Like featuring Jeff Bajorek

    Defining What “Good” Looks Like featuring Jeff Bajorek
    Jun 6 2026

    Jeff Bajorek is a sales strategist, keynote speaker, author, and consultant with more than 20 years of experience helping organizations improve clarity, messaging, and performance. A former C-level sales executive and multi-time President’s Club performer, Jeff specializes in helping teams define “what good looks like” so success becomes repeatable and scalable.

    Through speaking, training, and advisory work, he helps leaders systematize the instincts of top performers, strengthen customer relationships, and build sustainable growth strategies. Jeff is also the author of multiple sales books, including Rethink the Way You Sell and Fundamentals of Prospecting, and is known for blending practical insight, humor, and real-world experience to elevate modern sales teams.

    SHOW SUMMARY

    In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome sales strategist, author, and consultant Jeff Bajorek for a candid conversation about integrity, leadership, resilience, and defining what success truly looks like.

    Jeff shares a deeply personal reflection on a recent leadership role that ended after just six months. Looking back, he realized that while he was focused on driving change and having difficult conversations, he failed to first earn the trust of the people around him by listening, connecting, and understanding what success already looked like within the organization.

    The discussion explores the relationship between identity and performance, the importance of maintaining belief in yourself, and how professional setbacks often become the greatest catalysts for growth. Jeff explains why integrity is much more than keeping your word—it's the alignment between what you sell, who you sell it to, how you sell, and why you sell it.

    Listeners will also hear powerful insights on culture, self-awareness, defining "enough," and why true success starts with getting the right priorities right both professionally and personally.

    This is an honest and thought-provoking conversation about growth, humility, leadership, and the ongoing journey of becoming the person capable of achieving the results you desire.

    KEY TAKEAWAYS

    • Selling from the heart begins with integrity—alignment between what you sell, who you sell to, how you sell, and why.
    • Belief and confidence are not permanent; they require daily attention and reinforcement.
    • Lasting results require personal transformation, not just better goals or systems.
    • Leadership starts with trust. Before driving change, leaders must understand and earn the hearts of their people.
    • Professional setbacks often provide the greatest opportunities for growth and self-discovery.
    • More than one truth can exist at the same time—you can experience failure and still be proud of your effort.


    HIGHLIGHT QUOTES

    Integrity is alignment between what you sell, who you sell it to, how you sell it, and why.


    Belief is a daily practice. The moment you assume it'll always be there, it starts to disappear.


    In order to achieve different results, you must become the kind of person capable of producing those results.


    I knew what good looked like, but I never stopped long enough to understand what good already looked like to the people around me.


    You can't lead people effectively until you've earned the right to influence them.


    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
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    33 mins
  • Four Levers of Negotiation and Building Lasting Trust featuring Todd Caponi

    Four Levers of Negotiation and Building Lasting Trust featuring Todd Caponi
    May 30 2026
    Todd Caponi is a sales strategist, keynote speaker, author, and advisor passionate about elevating the sales profession through behavioral science and transparency. A three-time author—including The Transparency Sale and The Transparent Sales Leader—Todd helps organizations rethink how they sell, negotiate, and lead by building trust through honesty rather than perfection.Blending his fascination with decision science, sales methodology, and learning theory, Todd works with customer-facing teams to create more confident, frictionless B2B buying experiences. Through speaking, teaching, and advising, he equips leaders and sales professionals with simple, practical frameworks that drive stronger relationships, better outcomes, and long-term growth.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome sales strategist, author, and transparency advocate Todd Caponi to explore why trust should never disappear when negotiations begin.Drawing from his latest book, The Four Levers of Negotiation, Todd challenges traditional negotiation tactics that often turn collaborative sales conversations into adversarial battles. He explains that while sales professionals spend months building credibility and trust, many unknowingly undermine those relationships the moment pricing discussions begin.Todd introduces a practical framework built around four universal business drivers—volume, timing of cash, length of commitment, and timing or predictability of the deal. By helping buyers understand the true factors that influence pricing, sales professionals can negotiate transparently, trade value instead of giving away discounts, and create outcomes that benefit both parties.The conversation dives into behavioral science, decision-making, confidence in pricing, and why transparency consistently outperforms manipulation. Whether you're negotiating enterprise contracts or everyday business agreements, this episode provides a modern, trust-centered approach to creating win-win outcomes while strengthening long-term customer relationships.KEY TAKEAWAYSTransparency creates stronger outcomes in sales, leadership, negotiations, and customer relationships.Many salespeople build trust throughout the sales cycle only to abandon it during negotiation.Every B2B pricing discussion is influenced by four key factors: volume, payment timing, contract length, and deal predictability.Buyers are less likely to push aggressively for discounts when they understand the rationale behind pricing.Negotiation works best when both sides openly collaborate rather than hide information and play games.HIGHLIGHT QUOTESTransparency sells better, leads better, negotiates better, and creates stronger customer advocates than pretending to be perfect.We spend months building trust with our buyers. Why would we risk losing it the moment the negotiation begins?The best negotiations don't feel like battles. They feel like two sides working together to create value.Every pricing conversation is driven by four simple levers: volume, timing of cash, length of commitment, and deal predictability.The minute you give away a concession for free, you diminish its value—and your own.ADDITIONAL RESOURCESExplore 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 YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose
    Show More Show Less
    32 mins
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