Sheri Jacobs is an innovation keynote speaker, researcher, and CEO who helps organizations embrace change, spark innovation, and build smart risk-taking cultures. As founder of Avenue M Group, she has led research across more than a million data points, guiding leaders across industries, from healthcare to technology, on how to empower teams and drive sustainable growth.

A three-time bestselling author, including The Unexpected Power of Boundaries, Sheri blends data, strategy, and real-world insight to help leaders turn bold ideas into action. With over 300 keynotes and workshops delivered worldwide, she is known for making complex challenges practical, actionable, and inspiring. Outside of her professional work, Sheri is a marathoner, board leader, and wildlife photographer, bringing curiosity and clarity into everything she does.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Sheri Jacobs to explore why boundaries are not limiting—they are liberating in sales and leadership. Sheri shares how clearly defined boundaries create trust, safety, and focus while enabling creativity and smarter risk-taking.

Using powerful analogies, from fenced playgrounds to global marketing campaigns, Sheri explains the importance of defining the “what” (outcomes and constraints) before the “how” (execution). She also connects lessons from wildlife photography to sales, emphasizing patience, preparation, and adapting to changing conditions rather than trying to control outcomes.

The conversation highlights how boundaries improve deal quality, strengthen relationships, and create clarity for both sales professionals and clients. This episode offers practical guidance for setting guardrails that drive better performance, deeper trust, and more meaningful results.

KEY TAKEAWAYS

• Clear boundaries create trust, safety, and stronger performance.
• Boundaries enable creativity and innovation, they don’t restrict it.
• Define the “what” (outcomes) before the “how” (execution).
• Patience and observation build more trust than rushing the sales process.
• Preparation makes success look effortless.

HIGHLIGHT QUOTES

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 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

Owen Burns is a trusted advisor to CEOs and executive teams, with decades of leadership experience spanning Fortune 500 companies, Series A startups, and leading management consulting firms. Throughout his career, Owen has guided transformative cultural initiatives, supported IPOs, and delivered strategic impact across some of the world’s most respected organizations.

His work has been featured in Forbes and Entrepreneur Magazine, and he is widely recognized for helping leaders build high-trust relationships that drive meaningful results. Owen is the author of The Power of Love and The Love Switch, where he explores how courage, care, and authentic connection transform leadership and business outcomes.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Owen Burns to explore the powerful role that love, defined as courage, care, and authenticity, plays in sales and leadership. Owen explains that “selling from the heart” means having the courage to genuinely care for others, even when outcomes are uncertain.

He challenges the common belief that the opposite of love is hate, arguing instead that fear is the real barrier preventing people from building meaningful relationships and taking action. Owen introduces his relationship frameworks, Seven to Heaven and Five to Thrive, which help leaders and sales professionals build, strengthen, and sustain trust-based relationships.

The conversation also highlights the Love Switch, a practical technique for responding with intention rather than reacting from fear. By recognizing fear and reframing interactions with empathy and clarity, sales professionals can foster deeper engagement, healthier conversations, and stronger long-term business relationships.

KEY TAKEAWAYS

• Courage to care is the foundation of authentic selling and leadership.
• Fear, not hate, is the primary barrier that prevents meaningful conversations and relationships.
• The Seven to Heaven framework builds trust through truth, desire, courageous communication, humility, equality, commitment, and intimacy.
• The Five to Thrive principles sustain relationships through inspiration, patience, kindness, forgiveness, and celebration.
• The Love Switch process helps professionals respond intentionally rather than reacting from fear.
• Accountability grounded in care creates growth and stronger relationships.
• Loneliness and disconnection impact workplace performance and employee well-being.
• Trust-centered leadership unlocks deeper engagement and stronger results.

HIGHLIGHT QUOTES

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 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

Nick Glimsdahl is a leading authority in Customer Experience (CX) and Digital Transformation, specializing in the critical connection between authentic service and business success.

As the Director of Contact Center Solutions at VDS and host of the weekly podcast Press 1 For Nick, Nick combines deep expertise in sales, marketing, and contact-center strategy to help organizations create effortless and human-centered customer experiences. He advises companies on aligning business goals, customer expectations, and employee experience—often guiding organizations through complex initiatives such as digital transformation and AI adoption.

Nick is also the author of The Heart of Service, where he champions service models that scale operationally without losing empathy, helping leaders and teams build customer experiences that drive long-term loyalty and growth.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Nick Glimsdahl to explore the powerful idea that how you serve is how you sell. Nick explains that authentic selling begins with transparency, being honest about pricing, timelines, expectations, and outcomes so prospects can truly “see around the corner” and make informed decisions.

The conversation highlights the often-overlooked period between contract signature and implementation, what Nick calls the “go-live gap.” When organizations fail to deliver a consistent experience during this phase, customers quickly lose trust, leading to buyer’s remorse, lost renewals, and missed referrals.

Nick also shares lessons from his book The Heart of Service, emphasizing the importance of listening deeply to customers and frontline employees, reviewing sales conversations to improve performance, and aligning internal teams to deliver a unified customer experience. This episode offers practical strategies for sales professionals to build trust, create seamless handoffs, and focus on long-term relationships rather than short-term wins.

KEY TAKEAWAYS

• Transparency about pricing, timelines, expectations, and results builds stronger customer trust.
• The “go-live gap”—the period between signing and implementation—is critical to customer satisfaction and retention.
• Long-term customer lifetime value should take priority over quick transactional wins.
• Sales professionals shape the customer experience because they are often the first face of the organization.
• Strong internal alignment between sales, implementation, and customer success ensures a consistent experience.
• Listening more than talking helps sales professionals better understand customer needs.
• Genuine care and attention toward prospects differentiate sellers in a crowded marketplace.

HIGHLIGHT QUOTES

“Selling from the heart means being transparent—about price, timelines, expectations, and results.”

“The more I spoke, the better I sounded… but that didn’t mean people would buy.”

“You don’t have to be great. You just have to beat the DMV… but somewhere between Zappos and the DMV.”

“Care more than everybody else.”

“You don’t close a sale. You open a relationship.”

“Customers will easily go to your competitor—even if they have to pay more—for a better experience.”

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 our YOUTUBE CHANNEL! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

et Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

Paul Epstein brings a championship mindset to business leadership, shaped by a 15-year career as a top professional sports executive. During his tenure, Paul led billion-dollar NFL campaigns, broke Super Bowl revenue records, and drove record-setting sales turnarounds for NBA teams, demonstrating elite execution under pressure.

Recognized by SUCCESS magazine as a top thought leader who consistently delivers results, Paul’s expertise has been featured on ESPN, NBC, Fox Business, and USA Today. Today, he speaks and consults globally, helping organizations convert potential into performance through his WIN MONDAY™ playbook. He is the bestselling author of The Power of Playing Offense and Better Decisions Faster.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Paul Epstein to discuss authentic selling, decision-making, and the philosophy behind Win Monday™. Paul introduces his “green light” framework, aligning head (mindset) and heart (authenticity), as the foundation for building self-trust that translates into market trust.

Drawing from his research, Paul shares that 98% of people who accomplish something meaningful on Monday carry momentum through the rest of the week, while the majority of professionals view Monday negatively. He explains why winning Monday actually begins before Monday and outlines a simple but powerful routine: identifying three needle-moving actions the night before (including at least one sales impact activity) and executing them early.

The conversation also explores personal standards, intentional culture-building, “owning your weather system,” and how momentum compounds when you consistently warm up every room you enter. This episode delivers practical tools for building confidence, consistency, and trust—one Monday at a time.

KEY TAKEAWAYS

• Winning Monday creates winning weeks, months, and years.
• Momentum is intentional—98% of people who win Monday carry it forward.
• The “Green Light” framework: head + heart alignment builds self-trust and market trust.
• Winning Monday begins before Monday, preparation starts Friday, Saturday, or Sunday.
• Control your morning before others control your day.
• Identify three needle-moving activities nightly, including one sales-related action.
• You either warm up or cool down every room you enter—own your “weather system.”
• Standards define identity and long-term performance.

HIGHLIGHT QUOTES

“Show me the quality of your habits, I’ll show you the quality of your life.”

“Winning Monday does not start on Monday. That’s non-negotiable.”

“When you walk in a room, you either warm it up or cool it off.”

“By 6 or 7 AM, it’s already a winning day. The rest of the day, I’m playing with house money.”

“Standards are who you are, what you stand for, and how you show up all rolled into one.”

“I’ve never heard after a great workout, ‘I totally regret that.’”

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 our YOUTUBE CHANNEL! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

et Your Daily Dose of Inspiration:
Click Here for Your Daily Dose

Robert J. Hunt is the business owner and peer group leader for REF Dallas, where he dedicates his expertise to elevating DFW-area CEOs and business owners. After spending the early part of his career in Marketing and Sales leadership, Robert made a significant pivot in 2013 to focus on helping leaders become the best versions of themselves. Through REF Dallas, he fosters a community of innovative minds, turning business challenges into profound opportunities for growth. Beyond the peer group, Robert provides personalized leadership coaching, emphasizing accountability and the pursuit of excellence for leaders committed to impact.

SHOW SUMMARY

In this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Robert J. Hunt, business owner, peer group leader for REF Dallas, and author of "Nobody Cares Until You Do," a guide to personal accountability. Robert defines selling from the heart as being genuine and authentic rather than relying solely on techniques and scripts. The conversation centers on accountability as ownership—distinct from responsibility—and emphasizes that salespeople must own their actions, attitude, energy, and results instead of blaming leads, the economy, coworkers, or tools. Robert outlines four victim traps—blame, excuses, "I can’t," and waiting/hope—and encourages taking immediate action, even starting with one small step. He stresses that real accountability involves inviting others in through vulnerability (e.g., a coach or trusted person who won’t enable excuses) while recognizing that only the individual can truly be accountable. Robert also addresses "head trash" and self-limiting beliefs, stating that identity caps performance and asserting that people are a "10" and can grow in every role. He shares a personal story of owing $90,000 in debt and selling their home to downsize as part of owning their situation and rebuilding. The episode includes how to get the book via Amazon, Audible (read by the authors), or at nobodycaresbook.com, and offers a free copy to the first two people who use the code word "Selling from the Heart." The hosts close by urging listeners to reflect rather than deflect, invest in themselves, and take action to build momentum.

KEY TAKEAWAYS

• Accountability vs. Responsibility: Responsibility is what you do; accountability is owning how you do it - your attitude, energy, and entire effort.
• The Four Victim Traps: Blame, excuses, saying "I can't," and waiting/hoping keep you powerless.
• Own It to Change It: If you own your situation, you have the power to fix it. Nobody can force accountability on you.
• You Are Already a 10: You'll never perform higher than the identity you claim. Stop thinking you're less than a 10.
• Accountability Needs Vulnerability: Invite someone into your journey who won't accept excuses but will encourage your best.
• Take One Step Today: One small action builds momentum. Don't wait for perfect conditions.

HIGHLIGHT QUOTES

"Nobody cares about your junk unless you care enough to do something about it."

"If you own it, you have the power to do something about it."

"You'll never do any role in your life higher than the identity you claim to be. If you think you're a five, you'll never be more than a five."

"We don't need someone who will make us feel better that we didn't do what we're supposed to do. We need people who will listen and encourage us to be the best version of ourselves."

"The longer you stay as a victim, the less likely you will ever get out of it."

"When you want the life you want, when you really, really want something, you won't give up. You'll press on."

"Just own it. It doesn't get any better when you don't own it. It just gets worse."

FOLLOW THE CONVERSATION

Learn more about Robert J. Hunt.LinkedIn: https://www.linkedin.com/in/roberthuntceo/

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/

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.

SHOW SUMMARY

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.

KEY TAKEAWAYS

• 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.

HIGHLIGHT QUOTES

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.

📌 FOLLOW THE CONVERSATION

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
 

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 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.

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.

SHOW SUMMARY

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.

KEY TAKEAWAYS

• 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.

HIGHLIGHT QUOTES

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.

📌 FOLLOW THE CONVERSATION

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
 

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 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.

SHOW SUMMARY

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.

KEY TAKEAWAYS

• 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.

HIGHLIGHT QUOTES

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.

📌 FOLLOW THE CONVERSATION

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
 

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 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.

📌 FOLLOW THE CONVERSATION

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
 

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 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

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Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World

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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.

SHOW SUMMARY

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.

KEY TAKEAWAYS

• 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.

HIGHLIGHT QUOTES

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.

📌 FOLLOW THE CONVERSATION

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
 

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 our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

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