Selling From the Heart Podcast

Mary Jane Copps helps sales professionals win more business by rediscovering the power of real-time conversations. For more than 20 years, she has coached sales teams, entrepreneurs, startups and customer service professionals how to build trust, open doors and strengthen relationships through effective phone, video and in-person communication. Her practical approach helps people turn everyday conversations into meaningful connections, leading to stronger client relationships and more business. 
Mary Jane has worked with more than 800 organizations and trained over 30,000 professionals across North America and internationally in France, Britain and Australia. Her expertise has been featured by a wide range of media including Fox News, the BBC, CBC, and in The Wall Street Journal and Bloomberg.
She publishes a blog each week that explores one valuable skill people can use immediately to strengthen their conversations with clients and prospects. This aligns with her mission to help companies increase their real-time conversations instead of losing opportunities by avoiding them.

SHOW SUMMARY

In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome communication expert Mary Jane Copps—known as "The Phone Lady"—for a timely conversation about one of the most overlooked skills in modern sales: having meaningful real-time conversations.
As automation, AI, email, and texting continue to dominate business communication, Mary Jane explains why authentic voice-to-voice conversations remain one of the greatest competitive advantages a sales professional can have. She shares how curiosity, empathy, preparation, and genuine interest in others transform ordinary sales calls into lasting business relationships.
Together, they explore why conversational skills are declining, how sales professionals can intentionally rebuild them, and practical techniques for creating stronger customer connections—from asking better open-ended questions to leaving compelling voicemails and following up with empathy instead of pressure.
If you've ever wondered whether phone calls still matter in today's digital world, this episode delivers a compelling reminder that trust is built one conversation at a time.
KEY TAKEAWAYS
Great sales conversations begin by focusing on the customer, not yourself.
Curiosity and empathy create stronger relationships than scripted pitches.
Real-time conversations remain one of the most valuable—and underdeveloped—sales skills.
Technology should support communication, not replace human connection.
Open-ended questions encourage meaningful dialogue and uncover deeper customer needs.
Your voice communicates conviction, authenticity, and enthusiasm in ways email never can.

HIGHLIGHT QUOTES
Selling isn't about us. It's about the person sitting across from us.

Technology can make communication easier—but it can never replace human connection.

Your voice carries your conviction, your enthusiasm, and your authenticity.

People don't remember perfect sales pitches. They remember how you made them feel.

Persistence isn't pestering. Persistence is showing people they matter.
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

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Mark Hunter, CSP, known globally as “The Sales Hunter,” is a renowned sales expert, keynote speaker, consultant, and best-selling author who helps organizations transform how they approach sales. With more than 30 years of experience in sales leadership, he has worked with companies around the world to help sales teams identify better prospects, build stronger relationships, and close deals with confidence and integrity.
Before launching his company, The Sales Hunter, Mark spent nearly two decades in the sales and marketing divisions of Fortune 200 companies, leading large sales teams and developing high-performing sales strategies. He is the author of several influential books, including High-Profit Prospecting, High-Profit Selling, and A Mind for Sales, and is widely recognized for his practical insights on prospecting, mindset, and building trust-based sales relationships that drive long-term business success.
SHOW SUMMARY

In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome renowned sales expert, author, and keynote speaker Mark Hunter, known around the world as "The Sales Hunter," to discuss his latest book, Integrity First Selling: How to Create Better Sales with Better Customers.
Mark challenges conventional sales thinking by reminding listeners that sales is not about moving products—it's about serving people. He explains why the most successful sales professionals focus on helping buyers achieve outcomes they never thought possible rather than simply chasing quotas, commissions, or quarter-end numbers.
The conversation explores what it truly means to put integrity first in sales, including aligning with the buyer's journey, building trust through transparency, and playing the long game even when short-term pressure tempts salespeople to do otherwise. Mark also shares practical insights on prospecting, pipeline development, leadership, accountability, and why many organizations mistakenly create the very buying behaviors they complain about.
In a marketplace increasingly crowded by AI-generated noise and transactional selling, Mark makes the case that trust, authenticity, and consistency remain the most valuable competitive advantages a salesperson can possess.
This episode is a powerful reminder that sales done with integrity doesn't just create better customers—it creates better careers, stronger relationships, and lasting success.
KEY TAKEAWAYS
Sales is fundamentally about serving people, not selling products.
Integrity-first selling requires joining the buyer's journey rather than forcing your own agenda.
Long-term trust always outperforms short-term sales tactics.
End-of-quarter discounting often trains customers to delay purchasing decisions.
Healthy pipelines eliminate desperation and create better customer experiences.
Sales leaders should focus on creating opportunities, not simply closing deals.

HIGHLIGHT QUOTES
Sales is serving people. It's not selling stuff. The products we sell are simply the medium we use to help people.

Closing without integrity creates revenue today and regret tomorrow.

The easy sale isn't the one you get. It's the one you deserve.

Desperation at the end of the quarter is usually the result of poor pipeline discipline at the beginning of the quarter.

Being the same person at work and at home makes life simpler and sales more effective.
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:
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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

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

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 SUMMARY

In 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 TAKEAWAYS
Transparency 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 QUOTES
Transparency 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 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