On this Episode:

• Stacey and Larry share where they think fear of sales comes from and how to conquer it.
• Learn the key to selling from the heart.
• Find out how to build a “relationship funnel.”
• Hear how to avoid the entrepreneurial witness protection program.
• Larry explains how to become digitally referable.

3 Key Takeaways:

1. If you don’t manage yourself at a higher level than anyone else manages you, you’re failing.
2. The key to success is how well you take care of your customers.
3. You’ll never no how good you are until you get out there and do it.

Today’s Guest: Larry Levine

With 27 years of in-the-field B2B sales experience in the technology industry, Larry knows what it takes to be successful. He’s successfully sold office technology, document management solutions, and managed services to customers ranging from up-and-down the street accounts for Fortune 500 companies.

After a conversation with a current customer about LinkedIn, Larry became fascinated with this emerging network of business people. He started experimenting with LinkedIn in his copier sales process. During this time, he learned from trial and error what works and what doesn’t work

In the fall of 2013 Larry accepted a new challenge as a major account rep for a Japanese OEM in Los Angeles, one of the most competitive markets in the world. He walked into a zero base territory with no MIF to flip. Using his LinkedIn sales strategies he booked $1.3 million in hardware sales in 2014 and left behind a $1.6 million pipeline for the next rep to develop.

Now Larry coaches B2B sales professionals to do what he did. Since 2015 Larry has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his coaching.

(First ~2 mins)

Hey, this is Larry Levine of Selling from the Heart, and if you want to learn the six and seven figure science to success, significantly increase your revenue, and learn how to successfully build professional relationships, you should be listening to the Sell Without Selling Podcast with my good friend, Stacey O’Byrne.

[Intro]

Stacey: Okay, Larry, welcome to the show.

Larry: What’s happening, Stacey?

Stacey: I am so glad you’re here. You know I’ve had some phenomenal conversations with you and I am really excited about what our guests get to extract from you today.

Larry: We’re going to have a great time, and you know what? Sell without selling – it’s so interesting because I think everybody when they hear the word selling, they freak out. Right?

Stacey: Yeah, they freeze.

Larry: It’s the whole human element behind this, and it’s a great thing you just said about freezing. Everyone just has such a negative conatation. It will just drop dead in their tracks and go, “How do you do it? I freaking hate sales. I can never do it in a million years.”

Stacey: I have found working with entrepreneurs and business owners and sales professionals that really their fear comes from a projection. They had a really bad sales experience sometime in their life, and that has inhibited them because they’re projecting that out on whoever it is they’re talking with.

Larry: It’s so interesting. I remember – I am a Starbucks junkie. In fact, I had to get my Starbucks fix this morning, right? So, this goes back – it was about a year or so ago, and I hadn’t frequented my Starbucks in a couple weeks. I was actually with a client in Europe. And so I come back the next day, I walk into my local Starbucks, Stacey, and they say, “Larry, where’ve you been? We haven’t seen you for a bit.” I was out of town, I was working with a client, and inserted where I was at, and they go, “What were you doing there?” I said, “Well I was leading a workshop around my book ‘Selling from the Heart.'” And they go, “Well how come you didn’t say you wrote a book and you frequent here all the time?” I said, “I don’t know, it just never crossed my mind.”

To listen to the rest of this podcast, please click the link below.