Dr. Garland Vance is a leadership expert, author, and co-founder of AdVance Leadership. With more than 25 years of experience developing leaders, Garland is passionate about helping organizations build environments where every person experiences great leadership. His book Gettin’ (un)Busy was named one of Forbes’ “7 Books Everyone on Your Team Should Read” and earned the 2020 Author Elite Award for Best Business Book. 

Dorothy Wood Vance has spent over two decades empowering leaders to discover and maximize their strengths. As co-founder of AdVance Leadership, she has helped grow the company into one of the Top 20 Leadership Development Companies in America. Together, Dorothy and Garland equip leaders with practical tools to unlock potential, strengthen culture, and lead with authenticity.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Dr. Garland Vance and Dorothy Wood Vance to explore the powerful concept of Unleashed Leadership. They discuss how leaders—and sales professionals—can become “leashed” when responsibilities outpace clarity, capacity, or alignment, and how addressing root leadership issues can unlock greater effectiveness and impact.

Drawing from their book Unleashed Leadership, Garland and Dorothy outline seven key areas that often hold leaders back: character, competence, capacity, clarity, community, culture, and consistency. The conversation highlights why clarity is one of the biggest challenges leaders face and emphasizes that salespeople are leaders too—guiding clients toward meaningful outcomes without traditional authority. Packed with real-life examples and practical leadership insights, this episode delivers actionable strategies for anyone looking to lead and sell with heart.

• Leaders become “leashed” when expectations exceed clarity, capacity, or alignment.
• Seven core leadership challenges: Character, Competence, Capacity, Clarity, Community, Culture, and Consistency.
• Clarity is often the most common leadership gap—people need to know where they’re going and why.
• Sales professionals are leaders because they guide clients toward a vision and better outcomes.

Leaders become “leashed” when expectations exceed clarity, capacity, or alignment.

Seven core leadership challenges: Character, Competence, Capacity, Clarity, Community, Culture, and Consistency.

Clarity is often the most common leadership gap—people need to know where they’re going and why.

Sales professionals are leaders because they guide clients toward a vision and better outcomes.

Connect with Dr. Garland Vance:

➡️Dr. Vance's LinkedIn: https://www.linkedin.com/in/garland-vance/

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
 

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 our 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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Mark Carpenter is a keynote speaker, leadership coach, and bestselling author dedicated to reshaping business leadership with a human-first approach. With experience across multiple industries, Mark helps organizations improve productivity, engagement, and commitment by fostering authentic connections.

He is the author of Lead Like a Person, Not a Position and co-author of Master Storytelling: How to Turn Your Stories Into Experiences that Teach, Lead, and Inspire. Mark’s work blends heart and strategy, equipping leaders to move beyond titles and authority to build trust, unlock commitment, and create cultures where people truly thrive.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mark Carpenter to explore what it truly means to lead and sell like a person, not a position. Mark challenges traditional leadership models that rely on authority and hierarchy, emphasizing instead the power of authenticity, presence, and intentional connection.

Drawing from his bestselling book, Mark outlines three essential leadership skills—listening intently, communicating intentionally, and recognizing individuals, that directly impact trust, performance, and engagement. The conversation also addresses why top-performing salespeople often struggle when promoted into leadership roles without people-skills training and why mentorship is critical for developing effective leaders. This episode offers practical, human-centered guidance for anyone looking to lead and sell from the heart.

• Leadership and sales success begin with human connection—not titles or authority.
• Lead and sell as a person first; positions don’t build trust, people do.
• The three core leadership skills: listening intently, communicating intentionally, and recognizing individuals.
• Many leaders fail because they receive position training but not people-skills training.
• Being a great salesperson does not automatically translate into being a great leader.
• Recognition is just as important as correction, and often overlooked.
• Listening requires discipline and presence in a fast-thinking world.
• Mentorship accelerates leadership readiness and long-term effectiveness.

We do not rise to the level of our expectations. We fall to the level of our training.

People can speak at about 125 words per minute, listen at 400, and think at 900, presence is work.

What’s the best thing about your work? The people. What’s the worst thing? The people.

People are messy… and there’s joy in the messiness too.

Connect with Mark Carpenter:

➡️Mark's LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/

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
 

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 our 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Kelley Hippler is a seasoned Chief Revenue Officer with more than 20 years of global commercial leadership experience. She specializes in driving sustainable revenue growth and transforming sales organizations through strategic planning, disciplined execution, and people-first leadership. Kelley is known as a data-driven and accountability-centered leader who builds scalable teams aligned around a shared vision and clear outcomes.

She spent 23 years at Forrester Research and, during her five years as Chief Sales Officer, helped grow company revenue by 51% through organic and inorganic strategies, reaching a company high of $538M in revenue and a $1.13B market cap. Kelley is deeply passionate about developing talent, building cultures of ownership, and driving measurable business impact. Her leadership mantra is: People. Plan. Align. Execute. Win.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Kelley Hippler to explore how authenticity, alignment, and disciplined execution drive modern sales success. Kelley shares insights from her extensive executive leadership experience, including how strong sales and marketing alignment, intentional planning, and people-first leadership create sustainable growth.

The conversation highlights the evolving buyer journey, the importance of meaningful customer interactions, and how AI and technology are reshaping sales workflows. Kelley offers practical guidance for sales leaders and professionals on maximizing effectiveness, improving qualification discipline, protecting time, and building trust-centered sales cultures that consistently perform.

• Authentic, agenda-free selling builds stronger long-term trust with buyers.
• Revenue growth starts with people—empowered, aligned sellers drive results.
• Sales and marketing alignment must be demonstrated through shared action, not just words.
• Time is a seller’s most limited asset and must be protected intentionally.
• Today’s buyers are largely through their journey before engaging sellers—value must show up fast.
• Strong qualification and disqualification discipline improves win rates and efficiency.
• AI and technology should support effectiveness, not replace authentic human connection.
• Culture carriers often outperform quota chasers over the long term.

Selling from the heart really comes down to leading with authenticity and not an agenda. It's about showing up as a human being first.

The best sellers I've come across in my career weren't just quota crushers, but they were actually culture carriers.

Your people at the end of the day are the ones who drive your results. I may be a chief revenue officer, but I'm not the one driving revenue.

Taking the call is the worst thing you can do. You are wasting that person's time. The best thing you can do is let a seller know if it's not the right time.

Connect with Kelley. Hippler:

➡️Kelley's LinkedIn: https://www.linkedin.com/in/kelley-hippler/

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
 

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 our 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Karen Kelly is a keynote speaker, sales trainer, fractional sales leader, and recognized women-in-sales expert. She helps companies find, recruit, onboard, and promote top female sales talent while empowering women founders and sales professionals to thrive in modern selling environments.

With deep experience across corporate sales and leadership, Karen emphasizes emotional intelligence, authenticity, and connection as the true drivers of sales success today. Her work centers on helping sellers move beyond hustle and pressure to lead with confidence, clarity, and heart.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Karen Kelly to explore how reframing fear and revealing authenticity can transform sales conversations. Karen shares her personal journey from selling with a “head and hustle” mindset to embracing heart-centered selling through inner work and self-awareness.

The conversation dives into the power of pausing, listening deeply, and creating emotional safety for buyers. Karen introduces her “Three R’s” framework, Reframe, Reveal, and Revisit, and explains why fear, not price or competition, is often the real reason deals stall. This episode challenges traditional sales tactics and offers practical insights for selling with confidence, empathy, and purpose.

KEY TAKEAWAYS

• Pausing before reacting creates space for deeper understanding and stronger conversations.
• Sales success starts with self-awareness—you can’t authentically connect outward until you look inward.
• Fear is the primary driver of buyer indecision; sellers must bring confidence and clarity, not pressure.
• The Three R’s framework—Reframe, Reveal, Revisit—helps sellers navigate modern sales conversations.
• A full pipeline creates an abundance mindset, making authenticity and detachment easier.
• Trust-building, empathy, and connection are critical strengths in today’s sales landscape.

QUOTES

I sold from the head and hustle… on paper I was winning, but on the inside I felt empty.

If you can’t connect with yourself, how are you in a position to do it with others?

Salesforce says the number one complaint buyers have is that they don’t feel heard.

Our goal is to bring confidence to their doubt and direction to their indecision.

Connect with Karen Kelly:

➡️Karen's LinkedIn: https://www.linkedin.com/in/karen-kelly-sales-trainer-/
 

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
 

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 our 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Margie Newman Tsay is the Founder & CEO of Intesa Communications Group, a strategic communications firm specializing in reputation management, executive coaching, and crisis response. A seasoned communicator and entrepreneur, Margie draws on her background in media relations, advocacy, and leadership to help high‑profile professionals and organizations build trust, align their message, and navigate change.

Her work is guided by a deep belief in authenticity, clarity, and purpose‑driven communication. Based in San Diego but rooted in Nashville, Margie serves as a champion for leaders who want to elevate their impact and build cultures anchored in connection, integrity, and clarity.

SHOW SUMMARY

In this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Margie Newman Tsay, founder of Intesa Communications Group, who shares her expertise in strategic communications, reputation management, executive coaching, and crisis response. Margie emphasizes the need for clarity, brevity, and effective communication during crises and how these skills are essential for building trust and credibility. She also highlights the role of continuous learning and vulnerability in becoming a successful communicator, regardless of age or gender. The episode underscores the overlooked necessity of crisis communication training in the sales profession and offers actionable insights for sales leaders and professionals.

KEY TAKEAWAYS

• Communication requires repetition - Say things 10-11 times before people truly retain them; don't assume once is enough
  
   
• Make the customer the hero - Focus on their goals and needs, not your product or yourself
  
   
• Reputation is built daily - Trust and authenticity come from how you show up every single day, not just when making a sale
  
   
• Surprises are for birthdays - Over-communicate to avoid catching people off guard in business relationships
  
   
• Crisis communication essentials - Focus on brevity, roles, and goals; reduce oxygen to the flame rather than escalating
  
   
• Diversify your network - Learn from people across different ages, genders, and industries to expand your communication toolkit
  
   
• Humans first in crisis - Remember everyone defaults to fear and ego under pressure; sometimes people just need to be heard

QUOTES

"Selling from the heart means remembering that it's not about you. Make the customer the hero."
 

"Surprises are for birthdays. You gotta communicate, communicate, communicate in four different ways to make sure people get it."
 

"Leadership is context. When we stop communicating and giving that context, trust erodes."
 

"No one is born a great communicator. This is a learned skill. You can start today being a great communicator."
 

"In a crisis, our brains are ego and overwhelm. We immediately need to know what is going on, how do we solve for it, and what's my job."
 

"What's the closest gator to your boat? You take 'em one gator at a time." (on prioritizing in crisis)
 

"Everyone is a human first. Ego and fear don't bring out the best in any person, and that is what you're dealing with in a crisis."

FOLLOW THE CONVERSATION

Learn more about Margie Newman Tsay.

LinkedIn: https://www.linkedin.com/in/margienewmantsay/

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/

ADDITIONAL RESOURCES

Discover Heart-Centered Leadership:

Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today 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.  https://a.co/d/bOgH6Ig

Get exclusive access to the latest episodes, leadership strategies, and sales tips. Subscribe to Our YouTube Channel! https://www.youtube.com/@SellingFromtheHeart

Your Daily Dose of Inspiration:

Start each day with the motivation you need.

https://daily.sellingfromtheheart.net/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Cory Scheer is the Founder and CEO of TrustCentric® Consulting, a leadership advisory firm dedicated to putting trust at the core of every organization. With over two decades of experience, Cory specializes in building the Trust Proposition®—a framework designed to uncover hidden gaps and align leadership, culture, and performance.

A powerful speaker and trusted advisor to senior teams, Cory helps leaders communicate with clarity and empower their teams to create environments where trust serves as the primary engine for growth.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Cory Scheer to explore the fundamental mechanics of building and sustaining trust in the sales world. Cory shares his deep research into why sales professionals must focus on their "Trust Proposition" before they ever lead with a "Value Proposition".

The conversation dives into the practical building blocks of trustworthiness, competency, problem-solving, and authentic care, and highlights why active listening remains the most effective tool in a salesperson’s arsenal. Whether you are a veteran leader or a rising professional, this episode provides a blueprint for closing the trust gap to create lasting customer loyalty and meaningful results.

• Trust as the Foundation: deals stall and relationships fade without a firm belief in the truth of the person or the process.
• The Trust Proposition: Your trust proposition must precede and bolster your value proposition; value is only recognized once trust is established.
• The Three Pillars: Building trust requires mastering three specific elements: competency, problem-solving, and authentic care for others.
• The Power of Listening: Active listening is the single most powerful way to demonstrate that you genuinely care about a client's outcome.
• The Generational Shift: Younger professionals (ages 18–29) are highly sensitive to trust levels and will quickly exit environments where it is lacking.
• Outcome vs. Strategy: Real growth is not a strategy you implement, but an outcome of consistent, trustworthy actions.

Trust is the firm belief in the truth of something or someone.

The number one way to demonstrate care for others... is by listening actively.

Mind the trust gap, get your trust proposition out on the business table as fast as possible.

Growth is an outcome. It is not a strategy.

Connect with Cory Sheer:

➡️Cory's LinkedIn: https://www.linkedin.com/in/coryscheer/
 

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
 

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 our 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Alex Goldfayn is the CEO of a high-performance revenue growth consultancy that helps companies boost sales by 15–30% annually. A three-time Wall Street Journal bestselling author, his works include Pick Up The Phone & Sell, 5-Minute Selling, and Selling Boldly.

Known as one of the most sought-after keynote speakers in the industry, Alex is famous for shifting mindsets from fear to confidence and from selling to helping. He is driven by a mission to help organizations turn ordinary outreach into extraordinary, predictable growth.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Alex Goldfayn, Founder and CEO of Outgrow. Alex shares actionable strategies from his latest book, Outgrow: How to Expand Market Share and Outsell Your Competition, focusing on how to boost sales by being proactive rather than reactive.

The conversation dives deep into the "miracle tool" of the telephone and the importance of purposeful outreach when nothing is wrong, rather than only calling when there is a problem. Alex provides powerful insights on overcoming the fear of rejection and maintaining the consistency required to achieve significant organic growth while selling with genuine heart.

• Service-First Mindset: Selling from the heart is a shift in perspective, it is about helping your clients, not just closing a deal.
• The Proactive Edge: Predictable, organic sales growth is driven by proactive outreach, not by reacting to urgent or stressful problems.
• Purpose Over Pressure: Meaningful growth is the result of consistent, purposeful actions rather than increased pressure.
• Reframing Rejection: Rejection is a natural part of the sales process; remember that every “no” brings you one step closer to a “yes”.
• The Power of the Phone: Using the phone proactively sets you apart in a digital world because most of your competitors simply aren’t doing it.
• Trust as a Catalyst: Building authentic relationships and deep trust is the primary driver of long-term professional success.

We are the helpers, we're the salespeople. It's righteous work.

Proactive is when nothing is wrong; reactive is in response to something urgent or stressful.

Sales growth doesn't come from more pressure, it comes from more purpose.

If the phone came out after email, we would all think it's a miracle tool.

Connect with Alex Goldfayn:

➡️Alex's LinkedIn: https://www.linkedin.com/in/alexgoldfayn/
 

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
 

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 our 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Joel Goldberg is a veteran TV broadcaster for the Kansas City Royals, serving as the in-game reporter and anchor for every pre-game and post-game show. With over 30 years in television, Joel has covered everything from Super Bowls to World Series, interviewing icons like Will Ferrell and Wayne Gretzky—while also reporting on quirky moments like tick racing on a pool table.

He is the host of the podcast Rounding the Bases and the author of two books: Small Ball Big Results and Small Ball Big Dreams, where he shares stories of success through consistency, teamwork, and trust.

Beyond the broadcast booth, Joel runs a thriving speaking business, helping organizations build cultures grounded in trust and connection. His practical, story-driven approach to leadership has helped companies improve morale, strengthen teamwork, and foster authentic engagement.

A proud Emmy Award winner and storyteller at heart, Joel brings a unique blend of sports wisdom, business insight, and real-world perspective to every stage he steps on.

SHOW SUMMARY

In this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Joel Goldberg, a seasoned TV broadcaster and author, who shares his insights on storytelling and building trust in both sport and sales. Joel recounts captivating stories from his career, highlighting the power of small consistent actions to achieve big results. The episode emphasizes the importance of genuine and effective storytelling in sales, providing practical advice for sales professionals to connect better with their audience.

KEY TAKEAWAYS

• Authenticity and trust are the foundation of successful sales and relationships.
• Everyone is in the people business and, in some way, a storyteller.
• Consistency, small daily actions (“small ball”), and attention to detail lead to big results.
• Know your audience and listen before telling your story.
• Effective storytelling is about making your message relevant and emotionally resonant.
• Building trust with your team and clients enables you to achieve more together.

QUOTES

• “We are all in the people business, and we are all storytellers.”
• “Authenticity sells.”
• “When people believe you have their best interests at heart before your own, it becomes a lot easier to sell.”
• “Small ball is the little things you do consistently that add up to big results.”
• “If you don’t know what your audience wants, it becomes a lot harder to sell.”
• “You have to earn trust—once you have it, you can do anything.”

Learn more about Joel Goldberg.

LinkedIn: https://www.linkedin.com/in/joelgoldbergkc/

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/

ADDITIONAL RESOURCES

Discover Heart-Centered Leadership:

Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today 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.  https://a.co/d/bOgH6Ig

Get exclusive access to the latest episodes, leadership strategies, and sales tips. Subscribe to Our YouTube Channel! https://www.youtube.com/@SellingFromtheHeart

Your Daily Dose of Inspiration:

Start each day with the motivation you need.

https://daily.sellingfromtheheart.net/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Greg Stephens is the President of Choice Consulting and a seasoned communication expert, executive coach, and corporate trainer. With over 25 years of experience across tech, healthcare, and sports, Greg specializes in the "human" side of business: leadership development, conflict resolution, and high-stakes communication.

A certified behavior analyst and Master Trainer in Crucial Conversations, Greg has empowered thousands of professionals to turn ordinary interactions into extraordinary results.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Greg Stephens to explore how sales professionals and leaders can restore even the most challenging or “impossible” relationships. Greg shares powerful insights on authenticity, mindset, and communication—highlighting how self-limiting beliefs often stand in the way of trust and progress.

The conversation dives into practical strategies for setting clear agreements, defining mutual respect, and creating psychological safety in client and team relationships. Through real-world examples and role-playing, Greg demonstrates how intentional communication can transform conflict into collaboration and rebuild trust where it feels lost.

• Authenticity as a Foundation: Sustainable sales success is impossible without an authentic connection and a baseline of mutual respect.
• Mindset Over Circumstance: Most "impossible" relationships are actually limited by our own internal beliefs—change your narrative to change the outcome.
• Define Respect Early: Success lies in establishing clear agreements and understanding exactly what "respect" means to your client.
• The Information Gap: Open and honest communication about expectations is vital; without information, people create "worst-case" stories that lead to downward spirals.
• Radical Accountability: You cannot control another person, but you have 100% control over your attitude, your actions, and how you show up.

Everyone wants to buy, no one wants to be sold.

If I don’t have your best in mind, it’s going to come across as me trying to get something for myself.

People have to have psychological safety in the conversation—mutual purpose and mutual respect.

In the absence of information, we make it up and we make up the worst story we can.

Connect with Greg Stephens:

➡️Greg's LinkedIn: https://www.linkedin.com/in/gregstephens2/
 

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
 

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 our 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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Steve Benson is the Founder and CEO of Badger Maps, a leading route-planning and mapping platform built specifically for field sales teams. With a background in geography, an MBA, and experience at companies like IBM, HP, and Google, Steve combined his expertise in mapping and sales strategy to help outside sales professionals work smarter, not harder. His mission is to eliminate wasted time in the field so salespeople can focus on what truly matters, building relationships and creating value for customers.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Steve Benson, Founder and CEO of Badger Maps. The conversation explores how field sales professionals can dramatically improve productivity by optimizing routes, planning ahead, and eliminating inefficiencies. Steve shares practical insights on how technology can support—not replace—authentic, relationship-driven selling. This episode highlights how reclaiming wasted time allows sales professionals to spend more meaningful time with customers, deepen trust, and drive stronger results.

• The Human Element: Sales is fundamentally a human interaction rooted in authenticity and trust—technology should enable, not replace, this.
• Leverage Efficiency Tools: Utilize efficiency tools, like route planners and virtual assistants, to handle logistical tasks, freeing the salesperson to focus exclusively on building relationships.
• Route Planning is Power: Optimizing routes and planning customer visits can save significant hours each week for field sales teams, directly impacting time-to-revenue.
• Focus on the Core: Cutting out distractions and concentrating on real customer conversations and value creation leads directly to better sales results.
• Repurpose Wasted Time: Regularly assess and repurpose time spent on low-value tasks (like driving or scheduling) into high-value activities, such as meeting more clients or performing account research.

Sales is as old as civilization… this is a very human interaction.

If you just focus on how am I going to create value for this person… that’s all sales is.

It’s a noisy world… people’s guard is generally up, and they are generally suspicious of things.

Repurpose your time… if you could repurpose three hours a day into seeing another customer, that’s 15 hours a week. Something tells me you’d grow sales, build more trust, and grow client relationships a whole lot more.

Connect with Steve Benson:

➡️Steve's LinkedIn: https://www.linkedin.com/in/stevenbenson/
 

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
 

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