Larry Levine is a passionate advocate for authenticity in sales. With more than 30 years in B2B tech sales, Larry shares how his early struggles selling copiers led to a revelation: authentic, client-centred relationships build lasting success. 

Instead of mimicking others, he asked customers what they valued – and built his career by doing the opposite of typical sales reps. Larry says that real sales success happens after the deal, through meaningful value, trust, and consistent, caring follow-up. 

He warns against transactional mindsets, encourages heart-centred leadership, and believes soft skills drive hard dollars. Larry’s message is clear: in a post-trust world, the most powerful sales tool isn’t AI or slick talk – it’s the genuine human heart. 

Takeaways 

• Building trust starts with putting the customer first, not the product. 
• Long-term relationships grow from post-sale actions, not just closing deals. 
• Empty suits focus on transactions; professionals focus on people. 
• Soft skills are the real drivers of revenue and loyalty. 
• Customers sense sincerity – make it about them, not you. 
• Discipline in follow-up builds credibility and deepens trust. 
• Sales success stems from curiosity, empathy, and consistency. 
• Genuine relationships create repeat business and lasting impact. 
• AI can assist, but it can’t replace the human heart. 

Follow Larry Levine
https://sellingfromtheheart.net/
https://www.sellingfromtheheartpodcast.com/
https://culturefromtheheart.com/ 

Books on this episode
Selling from the Heart by Larry Levine https://amzn.to/41pgg3I
Selling in a Post Trust World by Larry Levine https://amzn.to/434p7c5
Business of Honor by Bob Hasson https://amzn.to/4c0wUKA 

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