In this webinar we will get to the heart of the matter, exposing three key areas that inhibit sales professionals and devastate sales teams. You'll leave with practical ideas to expose and reverse the trend in your sales organization.

1. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Reversing the Silent Epidemic
That
Devastates Sales Results
Larry Levine
Sales Coach

2. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
The Silent Killers
LOW
TRUST
FINE-TUNED
B.S. METERS
RAMPANT
SKEPTICISM
3% of people consider salespeople to be trustworthy. HubSpot

3. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
EMPTY
SUITS
AUTHENTICITY
IS NOT OPTIONAL

4. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Authentic Sales Professionals
UnderstandValue
Drive MeaningfulConversations
EMPTY SUIT
AUTHENTIC
SALES
PROFESSIONAL
Poor Pipeline
Poor
Close Rate

5. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
PersonalizedValue Proposition (PVP)™
COMPANY
VALUE
SALES REP
VALUES
PERSONALIZEDVALUE PROPOSITION
Reps understand the value the company
delivers
Reps understand the value they
personally add

6. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
PersonalizedValue Proposition (PVP)™
COMPANY
VALUE
SALES REP
VALUES
CLIENT
VALUE
PERSONALIZEDVALUE PROPOSITION
Reps understand the value the company
delivers
Reps understand the value they
personally add
Reps understand what their best clients
and prospects value

7. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
UnderstandValue
Drive Meaningful Conversations
EMPTY SUIT
AUTHENTIC SALES
PROFESSIONALPoor Pipeline
Poor
Close Rate

8. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Drive Meaningful Conversations
SUSPECT PROSPECT CLIENT
MESSAGE Relevant to their business
MEDIA In the way they want to communicate
METHOD With great questions

9. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
UnderstandValue
Drive Meaningful Conversations
EMPTY SUIT
AUTHENTIC SALES
PROFESSIONALPoor Pipeline
Poor
Close Rate
TRUST
Development Areas:
• VALUE:
How could you help your sales reps
develop their Personalized Value
Proposition?
• CONVERSATION
How could you equip your sales reps
to drive better conversations?

10. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
LOW
TRUST
FINE-TUNED B.S.
METERS
RAMPANT
SKEPTICISM
The Effects of Authenticity
CONFIDENCETRUST CLARITY

11. © 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
KEYNOTES AND WORKSHOPS
1. Build Personalized Value Propositions
2. Drive Effective Conversations