The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 3 years ago

Larry Levine on How To Remain Authentic

ABOUT THIS EPISODE

Authenticity is one of the biggest challenges for salespeople in a profession that’s so laden with rejection that many fear it. Yet, authenticity is what separates the sales reps from the sales professionals and it's what buyers want.

We sat down with Larry Levin, co-founder of The Social Sales Academy and host of the Selling from the Heart podcast to talk about how authenticity plays a role in sales.

Yere, listening to the BTB revenueexecutive experience, a podcast dedicated ELP, a executives train theirsales and marketing teams to optimize growth, whether you're looking fortechniques and strategies wore tools and resources, you've come to the rightplace. Let's accelerate your growth in three to one: welcome everyone to thebtob revenue executive experience. I'm your host Chad Sanderson today we'retalking about. What's turning out to be a pretty serious challenge for salesreps today and that's how to remain authentic, almost vulnerable at timesand approach it enough in a profession, that', so leaden with rejection, mostpeople won't even begin to do it. Let alone admit that it's something we haveto be doing today. It's what buyers want to tackle the topic. We have LarryLEVINCO founder the social sales academy and host of the selling fromthe Hart podcast Lery, thanks for taking time to be on the show. Today,awesome you're welcome looking forward to this. So before we jump into thetopic of the day, we, like start with an odd question right. I get people tounderstand you a little bit more think about a you know. Turning point in yourlife some event, something that maybe change the trajector of your career oryour thinking kind of what was that event, and what did you take away fromit? Yeah, it's Yo. I think I'd like to goback, and this was probably Chad, I'd, say, mid two Thousano, so let's justcall two thousand five, two thousand and six. So you know even before that,I'll give you an idea. I came out of probably the most old schooltraditional laggard h, ackward sales channel would ever exist, opic channel, so you know, there's going to be.Probably some listeners are going to slap me for calling the copy yourchannel backwards. That's the channel I came up, but it was. It was about themid two thousand, so I'm in the southern California marketplace in the copier space and his mid twothousands and that's the time that I really started seeing it was difficultto get people to answer the phone right. People are hiding behind voice. Mallpeople are not returning emoles, especially they don't know you. Itbecame a challenge for me as a as an that bold school. You know old, Sol,traditional salesperson, Ogo, okay, how do you start identifying to when peopleare screening out, even more so than ever and my defining moment and peoplewho know me really well and then my inner circle know that I always likeStayi one step ahead of the curve and what I did. I hired a businesscoach and that was probably the best thing that I ever did jed. I spent youknow sizable about of money, my own personal money and I went out- and I saw I just Sawt,a business coach. I jus need somebody to help me write. Somebody Wyou can getto know me not my inner circle, not anybody else, but somebody who couldreally get to know me and say: okay, here's how I might be able to help youand this business coach taught me a life lesson that just changed the wholetractory of my Salles career, a s. He taught me how to brand myself as asales rapping. I was he season cells over the Times Ho. Give you an idea,I'm fifty three years old now so we're probably going. I was forty one, fortytwo, forty three at the time that I just kept an open mineet andthis person taught me had a brand myself. He taught me in a way that, even though I'm in a face to face worldleveraging outbound prospecting that you can still learn how to brandyourself- and that was the biggest life lesson, because he helped me build thewebsite. So by now we calletd a landing page because it was just a simple ight, but it, but what it did is. Hewas guiding and coaching me on how to get visible and validate my existenceonline with my current clients. So he built out a little story built up myvalue proposition, how I lined o the issues and challenges that were outthere in the marketplace and every time I sold someg to somebody Chad, Bu, Itook a picture wit them right, so there's a copy or a printer, some kindof solution. My arm was around him and I put the pictures up on my website andI learned how to drive traffic to it, because that was visibility. So thatwas like an Awhab moment for him is I look. He started coaching guiding meand had to play in the online sandbox and you were ahead of the curve. Then Imean ca now today it's kind of required right well and it's kind of required,but what was really interesting? No one...

...is really doing it and I remember thecompany. I was in there going. What the heck are you doing right? Are you wasting time? Are you goingafter deals? What is this Internet thing? Well? Well, the exactly, but Isaid just watch just watch what's happening and sooner or later I startedbuilding that brand and I'm a firm believer Chad that every single salesprofessional out there has a brand. They just don't know it because theydon't now do it ighright and I said you can either develop your brand or youcan have somebody develop it for you and if somebody develops it for you,you may not like it right. You better sel control of that. Exactly so, that'swhat I did and that's why I was taught so you know I have this website and Iwent back to my client base and I started driving my cliht, so I we sithey, tell me what you think of this and they start going. This is kind of cooland then they started telling their friends and then I was prospectingdriving people. This is before you know, I'm a sales guy. I don't know anythingabout marketing, but I think sa people, but I think sales people need to knowhow to market themselves right. That's something they're, not taughd! That's athat's a whole another topic of another conversation, but he taught me how tostart marking myself and being proactive with it and before you knowit. I started creating some awareness out of the marketplace, so you'retalking the size of southern California, so Youa, you know where I'm going it'sa huge population. You got to get to know yep in a niche market like thecopier market, and that was my defining moment becausewe fast forwarded today what I learned ten twelve thirteen years ago helped meyou know Catapol my career, but it also helped me start what I'm doing now andI look back and it's so difficult because sells rops, I think, arestruggling with how to brand themselves because we have such a black geye outin the marketplace. That's that'St fiht! We do right, I mean the you know. Iwould I say to a lot of clients today. You know thank you for the currentpolitical climate, because sales people are no longer than most loatheprofession on the planet, but well funny. You mentione that because Ienjoy going to the gym every day and I was walking on the treadmill. This isprobably about thirty days ago and my buddy walks in so you know I go to thegym at some weird hour called four thirty in the morning, so i'Mi'msitting here walking on the treadmill and my buddy starts walking next to me,and he knows I've been in sales, my whole life, so he's a banker. Okay, he goes glary. He goes. I think thebanking, I think bankers and the banking community is right up therewith the most hated positions outside of Salles Beopore, I go, we hi findeach other. O thoughtthat was kind of fun. That's very true. Everybody has to takecontrol their band and it's the only way that we'll see you know thingschange in terms of the perception of sales people it's becoming criticaltoday, the credibility the ability to demonstrate you can be empathetic andauthentic online and in different venues is something that Youre rightnobody's teaching these reps. how to do it? No and that's and see that's the thingis everybody's waiting for somebody to teach them how to do something, as opposed to that's just flip. This sales people need to take it uponthemselves to grow themselves and not wait foranybody else. Wan, that's one of the things I love about sales is that it isa lot of it's on me right. First and foremost, success is black is fairlyblack and white. It's a number it's! This is a number thiis, my target. Ieither hit it or I don't and there's a whole bunch of subtlety in there right.But it's up to me. Nobody, you know I'm one of those guysis like nobody'sGoinno outwork me nobody's Goinna, hit the phones harder nobody's going totalk to more clients nobody's it's just who I am. I see a lot of reps today,though, that don't take that own self accountability right into into account-maybe they weren't told, maybe they weren't taught that that's really whatit is that they need to do that, but it is one of the things that I love aboutsales. It's you benefit fror being in a team, but at the end of the day, it'sare you doing what you need to do in a discipline manner in order to besuccessful. Well- and it's so true, because...

I was and don't be surprised ifsomething comes out a right field on this podcast, but I was as cells pe Younow when I'mworking with them andi'll, throw it out there to him why the Hec ar you insales and you'll be surprised because hetatchd people off guard and some of them may not even knowright. This God just fell into it right. I know I can make a lot of money right.My Dad was a salesperson writer, my Buddyes, a salesperson kind of wrote meinto this position. I go now. Why are you in sales I mean, and if you break it all down,you know the reason why I got in the cales. Is I just love the art ofconversation? I learnt and I like building relationships, and if youcan't do that, then don't be a salesperson ight right, it's the truth, but you know theother thing too is you're almost technically you're almost running yourown business, even though you might, you know you're going to grab apaycheck from somebody right. Are you going to be in some kind oforganization that provides you something and return for your position? You still, if you run itlike your own business, then you're going to be professionalabout it. You know and that's why I said: There's a huge difference in myopiion between hissells Rappin, TA sales, professional right, a grade, onehundred percent one undred percent, and that and that sales professional isgoing to take their job extremely serious and they're the ones theyregoing to learn something do every day, they're the ones they're going to payfor their learn. They're, not going to wait for somebody to say: Hey, Jad Gess.What I'm going to send you to this conference in two weeks and we're goingto pay for him you're going to learn this right. I'm gonna be that personthat's going to g to take it upon myself to do it because technicallyselesperson's running their own business and, quite frankly, whatconcerns me today, because that's one of the reasons why sells is where it'sat is sales people haven't taken the bull by the horns and run theirbusiness like it's their business, because if they great seguem that that's a great point,though so I'm wondering when you deal with a lotof these, I don't like to use the termmillennia because it sounds Rogtore.I don't mean to sound that way. Let's say younger sales reps with less thanyou know. I don't know seven years of field experience a and now they'restruggling that they r you know it look it's up to them. They get to buildtheir own business and in order to do that, they have to take the bull by thehorns. But I often see you know and hear this word. You know we talk aboutauthenticity, Ri ht and I for a long time. I had a real hard timewith that word. It felt a little too touchy feely to me as a old school. YouKnow Gid in the wooll sales guy. It just felt a little. What do you mean,I'm not being authenticg? How do yo? How do you connect peel fore not beingauthentic? It just felt I don't know like a layer. So now I'm wondering ifokay, not only do they have to take the bull by the horns to run their ownbusiness, but does their focus on n in the focus that we're seeing inconversations around sales around this concept of authenticity? Does thatactually get in the way of it or does it help it? I haven't quite figured itout to me: There's like these moving parts that you've got these millennialsI'm in sales, and I always ask him when you were growing up playing with yourfire engines and the barbies did. Did you say I want to be in sales? No N? No!That's not what happens so now, you're here much like your question of why andthey want to talk more about being authentic rather than the mechanics andthe discipline of building a business, and I'm wondering if those things areat odds or is there a way we can help them figure out how to bring themtogether to be more successful? Yes, yes, yes and yes, and- and you know- and I agree you know- I want to keepthe generations out of this, because I think everybody has the capability offinding their authentic self. It requires a little selfdiscipline. Soyou know I'm in the process of writing a book right now and it's stemming offmy podcast, and I mean, if you don't mind it I mean, can I can I spin thisaround as little yeah yeah? Please, please do that Riat! Thank you. So mypodcast is selling from the heart and you'll see where I'm going with this ina second Jhad, but I decided to enter the I'm riting my first book right nowand who knew that I mean even have the...

...capality to write a book. Thuti started,but it started to become really fun because this authenticity part of sales,I think, is sorely missing. So with that whith the help of a reallyclose friend of MI. You know you kind of urged me to help me write a book,but the name of my books, selling from the heart how your authentic self sellsyou- and this is where I'm going with this- is we all have the capacity to beauthentic sales people, but we have to have that discipline totake a look at inside, of who we are and you're right. You know, and yousaid it a little bit of good chat about being touchy. feely yeah, it is alittle bit touchy feely, but to me, sales is building relationships. Rightsales is building credit relationships, Tha Core Foundation. In my ha myopinion. It goes back to that old book by Dal Carnegie. You know how to BinFronts, influenced people, and that book is written way. Thirty, seven Hounine tee thrty seven was eighty one years old and the corefoundation ofthat book really resinates with with WHO I am, and I think that authenticsells rap is you're building relationships and changing the waypeople think and the way you build relationships and change the way peoplethink, as you got to understand, who you are, what goods do you bring to thetable and I always say that you know you have the capacity it's just youknow. Most people are just taught me: Manipulative sales tricks rightstrategies, OT, getting somebody to buy something as fast as possible. Guys Iget it right. I've been there. You got your quota, you got your monthly quote,O Your quarter quota. I get it right. I truly understand, but it's not aboutyou, it's about them and it's the human nature that think's been lost in salesthat that my goal in my mission is: How do you bring the human approach back tosales and make it about them? And I always say lead with the heart, notwith the Wallet Right and and people can really smell. Commission breath amile away right, commission breath. I have never heard that before I'm Gonnosteal that I'm Somi, I don't care, you can steal it all day. Long, just Haybe,just just all you got to do- is painty royalties. I'll put a t on you, Mak puta TM, therthat' Funnyyou, know r sharks and suits, but there's a lot RS.There's a lot of empty suits out there, and you know my mission right now is tobring authenticity back by saying you know what you do have the capacity to be the realdeal. You do have the capacity to be a genuine salesrep. You do have thecapacity to sell your authentic self. You just don't know it because youdon't take the time to self reflect you're, not selfaware, who you are andyou don't you don't spend that time on a daily basis. You don't get brutyhonest with yourself yeah. I guess I mean for me my challenge with it is Imean I was. I started in marketing and then switch to the dark side seventeenyears ago and I got trained. I maybe I was just lucky enough to get trained by guys that instilled that in me, so for me the theway that authenticity it makes me used to make me turn my head like a confusedpuppy, because I was just taught from the beginning. You, your goal is notyour wallet. If that's what you're focused on, then you wrong wrongapproach and not going to be successful. You really have to genuinely care aboutthe people that you're selling to and solving their problems, and there willbe times- and I was just talking to Maryla Mary Lanbarto- about this. Therewill be times where you have to say you know what this is not a good deal. It'snot a good deal for you, which means will be a ood deal for me. It's notgoing to solve your problem, so I'm Gongna, I'm Goingto, take you somewhereelse, I'M gonna! Let you go somewhene Ese Armona withdraw. Whereas we see alot of these sales, raps ond there, the ones I ways used to know that crap outof me thet, would just drive and driveing driveing driving Drivei's likeno no IM. Gn take take a breath. Let's look at what the person you're tryingto sell to needs. What is it that they want? What is their perspective? It'snot about mind. It's not about my product or solutions. I abut theoutcomes that I'm going to be able to help them achieve, and if you're Idon't know, I called it honest just...

...being honest with yourself or candid.It was just kind of the way I grew up was way. I came up in sales, and so nownow I feel like somewhere along the way I missed. I missed the turn around thecorner right, so I was told to be honest and candid and concerned aboutthe other person on the other side and nobody, I wasn't the guy hanging outwith all of the with all the sales guys in the you know, Oxfords and Kaki'sdriving the merces that wasn't my deal. I just wasn't me some of my bestfriends are some of the people that I have sold to over the last seventeenyears in complex enterprise situations, because I genuinely want them to besuccessful. So now, all of a sudden I feel like everybody's going. Oh, we gotto be authentic, so we can do that. So are we just really saying the samething using a different word and there's more focus on it because of theway kind of ow digital has changed things and experiental selling has comein or is it I mean? Is it just kind of same thing, different sides of the coin?Yeah you know wow. I mean you tor a lot of good stuff out there, but I justthink there's a lot of there's a lot of sales bs going on, because because people are throwing thewords out like we bring value right, I'm keeping it simple for you know,obviously the time constraints but they'll just say you know I want to youknow this is the value that I can bring, or I'm a truly authentic salesperson orwriter, I'm bringing the goods and, of course no one's is not going to utterlysay that, but a lot of people, but a lot of people go out there. An andthey'll lead to that fact, but they really don't understand right. They're,just throwing these words out there. Why Criat, frankly, most people don'teven know what their authentic self is right in fract, most people don't evenknow the value they bring out into their marketplace right because theyhaven't spent the time they haven't been coached on it right yeah and it's not something that yousee happen effortlessly right. I mean to be trueto and I can y you know. I just use myself S, I'm not throwing BA on o Lefk,but I can only the end of every day as hard as I work. I have to look myselfin the mirror and say to myself. I focused on doing what was right for myfriends: Family prospects, customers so on and so forth. Yeah that then that'swhere I get my juice, that's the tha. You know okay and then the commissionsand I hit the quotas and crush all that. That's all fine. But to me theattraction for sales was, like you said, art of conversation. For me it was howmany people saw problems yeah so guy, let's, let's Ofe some problems. If Ican't help you, let's go find somebody Wyou can, because I want to see thatproblem solv right and it's you know it's really interestng. I was on some.If I was on a podcast, maybe three or four months ago, and the individualthat was hosting the podcast Sai, you know, how would you define sales and your in your eyes right an yourwords as short as possible, right and I said quite simple: It's the artof the help yeah and the guy was flord. He goes. What did you say, and I saidit's the art. I go. That's the art of the help, because in its simplest format you arehelping somebody solve a business, probleman challenge and you're tying itto your solutions or your service or your piece of hardware that can helpsolve that and it'. I just rea. If I could share just a quick story becauseSh, I think I think it brings home this whole authenticity and having the andhaving your client or your prospects best interest is this goes back abouttwenty five years ago I was out, you know obviously cocallingout in the field and I cocaled on an organization I'll even tell you, theorganization saying, because still this day, they're friend of mine, thert'scompany called Johnny and friends, and it's a Christian based wheelchairministry, absolutely phenomenal story. Bihnding you go to Johnnyand friencetot organ learn more about it, but that's where I learned Chad, the art ofthe help, because sales people need to lead with theheart and they need to have a servant led mindset because inessence theyrehelping their clients in there to serve their clients, not service theirclients. You follow in yeah, yeah, no...

...onm the same page, man wone of H, andso what had happened is year. Over a year I started getting betteracquainted. I started following the whole mission of Johnny and friends andwhat that mean and so forth, and what that meant sorry and about a year ago Iread, I wrote a blog and the blog was all on sales servant leadership and Icalled out Johnny and friends and of course I brought them into the loop andso forth and they responded to it so one day their it manager calls me onthe phone thisis about eight months ago and he says hey. I want to take you utto lunch and thank you for the publicity and Johnny and friends, butthere's something I want to share with you and I can't say it over the phone.I need to share it to you face the face, so we went out to lunch and I actuallybought him lunch because I wasn't in her. I was Goa, let this guy by melunch. But he says you know something where he goes. There's something I'vebeen want to tell you ever since you wrote that blog. He goes every tonethat you came in by organization. You weren't there to try to sell mesomething you were there to truly build relationships with multiple peopleinside my organization and you had our best interest at heart. He goes butthen, but I knew at a certain point in time. When we had to talk sales, Iwasn't afraid to talk sales with you, because I knew at that point. You hadmy best interest at heart and that's what I wanted to share Chad, becausethat's truly being authentic. When you can say, I truly have my clients or myprospects best interest at heart. You've arrived yeah an they're andthey're going to smell it, but unfortunately what most people smell isbs. They don't smell authenticity because it doesn't foose out of yourCorse Commission, breath right and BS Osis Atam, most people's pores yeah,and you know I've often wondered like who the hell's buying from those guyslike I mean I've. You know I've brought a business. I've been in positionswhere people are trying to call me to sell to me and the ones that evenwhether they're prospecting and it's cold or it's a referral, you kind ofknow within the first fifteen seconds, is there. Is this person reallylistening to me and if you have, if you cold, call me and say I'm sorry, whatwas the name of Your Company again? Really I'm Gointa yeah right now, yeah,but I don't understand. I still struggle with and again maybeit's just the way I came up and the people that I was lucky enough tosurround myself with. I'm surprised that so many of those people that givesales profession a bad name and push the BS and have the commission breathare still out there doing it, because bute becoms terthere's aposition, there's a role for everybody right yeah I mean othere's, always going to be bad sales.People there's always going to be great sales. People there's always going tobe bad. Attorneys are also GOINGTO troe right I mean there's bad and good andevery profession, but what's but what's really interesting t at that, I tri toget across T to salls people, sales leaders, business owners, you name, itis you're already behind the Abal to beginwith in the eyes of the VIR. Let's just face it right e and and it's just and the reason. Whyis because it's your fault right and I'm pretty hard nosed with people, andyou know it's. It's got check time if you ever get in a conversation with me,because it's not that I'm always right. I just like challenging the status quo. Agee I go. I think the reason why thissells profession is in a world of her. It's not the buyer's fault, it's theowners of the company's fault, it's the management's fault and it's the salespeople's fault, because they haven't done anything and you know I got abackthack on anything, there's some that have, but there's there's not manythat have taken it upon themselves to say you know, I'm going to change ourmindset, I'm going to change. What's going on Han! I'm going to stop the insanity,but know they just keep. They just keep just pressing the personof. Whateveryone thinks a salesperson is right, yeah and I'll own, I'm probably tooclose to the fire, because I'm very...

...proud of the profession, I'm a part ofand things that I've seen accomplished in it and relationships that I've made.So probably if I was an attorney I'd be irritated with crappy attorneys, too yeah and I'm irritated because I'vegrown up in the Sales Ri. That's the only thing I know 's. The only career Iknow is sails, and I just it just annoys the heck out of me to see reallybad sales. People who don't take it upon themselves to learn their craftand, what's even worse, is tenyard sales raps, who think they've arrivedand gone to do anything Noi, say already know it yeah right, yeah, but yeah. It's great guys, let'sput ourselves in a position where we don't have to continually. I don't wantto say reinvent but evolve ourselves involve our thinking. The way we engagewith people learn from others. Like I don't know, I find it, and maybe maybeit's because the end of the day and I'm overly Si it's a button for me today,but thees crappy sales, people that aren't authentic that really just pushthe they push their own agenda. I don't want to hang out with those people yeah.I know that's the judge rig T. maybe that's the thing for me. I want I'mwilling to do business with somebody, and I want to be the guy that when I'mworking with a client, not only do you know, I have your best interest, anheart, but you know what we share: a Common World View, a colon belief inservant, leadership or common belief in helping others benefits. All of us allboats rise with the tide kind of thing you and those are the people that I'mgoing to want to do business within. I hope want to do business with me, notthe ones that come in and don't know my name or don't know my you know, name ofmy company and instantly start telling me about how cool their product is andall the things that could do wit, great man. You didn't even ask me if I caredyeah and and it's so it wow Hel I'll, throw I'll throw another one out,they're probaby going to get a chuckle out of it. But that's just me, butthere's a lot of you know. We talk about fake news right, no well, there'sfake news, fake sales, raps right and, and we can people can smell andinsincere sales rap a mile away. So here's an Instan, serie sels rap walksin right, and I call it Shuckanjib, which is just all the BS at OES on andthey're saying all the buzz words right and you know they're putting on thisbig theater act only because all they want to do ispush that sale through that. You know the funnal as fast as possible, sort ofsaying all the great words and all that they're, the nightand shining armor R.They paint the rozy picture, they make the sale and then they're gone rightand then I'mjs like going. Oh, my gosh. What is going on so I just really think,but it takes time it really takes time to do this shaw, but I really sincerelybelieve- and I'm not a psychologist by trade right. I've not done any collegelevel thesis studies on authenticity and Sales. It's just pardon O Sallesexperience that I've gotten. You know thus not beat out of me anthe time andthat's really how I learned. I learned my authentic way, my genuine way, myreal way, leaning with the heart just by being out on the streets and dealingwith clients and really treating them as that. The same way that I expect tobe treated if I was in their position right, yeah, no, more, the less rightwel. Maybe that's a hard lesson. Mand! Maybe that's! You know what we used tocall another turn in the barrel. Right you get yeah, Yo, do another turn inthe barrel and you just haven't learned the lessons and some of them. You knowsome of them. I think we can give people heads up on and, if they'rewilling to own themselves own their own accountability and responsibility intheir own evolution of growth and then maybe just by coaching them. Okay,they'll get it, but there's some people out there that they're just not goingto learn it til they hit that wall until they have that turn in the barrelor y. They learn those lessons and it's hard to sit back sometimes and watchthem right. Just say: Oh Man, I know what's coming with this one, but I alsoknow I'm not going to be able to stop you from donit and it'll be the bestway you can learn, yeah and- and sometimes you know, those are the best ways to learnsomething. But but to me I tell you...

...what I'm Gong to be proact with mylearning, and I think that's the big thing here is sales people got tobecome more proactive. They must be proactive with their careers. They mustbe proactive with learning and they have to take it upon themselves that if you want to break the mold inthe stereotype, it starts with you and it starts with you. First, not yourmanager, not your owner, right that your centers of influenced at yourspouse of starts with you, and you got to look yourself in the mirror and sayin mih being true to myself. When I go to work, Everya Man Amen, Ey well therefor time for time constraints, I'm going Na, I'm Goinna exit us out therewe could go. I could go on and I have Oh, my God I can Ra. I have T. I have a new friend chat,Sanderson's, my ned friend from Denver I and I'll be in San Diego man in acouple of weeks, working with a client- and I hope I will have time and you'llbe you'll- be there we can hook up for a drink or something because I have afeelling. This conversation could go on for hour, you're right. So, if anybody's interested in learningmore about your podcast, what you're doing about the upcoming book? Anythinglike that, what's the best way to get a hold of you well couple different ways. Obviouslyyou can find me fairly active on linked in so it's my address is Larry L, O one thousandnine hundred and ninety two, my podcast chats selling from the heart, and the name of my book is obviouslyselling from the heart. How your authentic self sells you, and if anyone, an of your listenersever want to throw me out at email. I be more than happy to respond to hatit's ELL, my first initial L and it's Livin Levine at Social Celes Academy,Dot Net, and I welcome anybody I'm here to help I love helping Seles raps,become selves professionals and leading with the heart excellent. Thank youvery much been an absolute piser Havinyou on the show thery my pleasure,all right guys that does it for this episode. You know the drill check asSID, of B to b revizeccom shared out with friends, family coworkers, Redus,O Ryou. Let us know who else you'd like to have on the show, and until nexttime we value prime solutions, wish you nothing, but the greatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show, an itunes for your favorite podcast player. Thank youso much for listening until next time.

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