Ed Marsh is a seasoned consultant specializing in revenue growth for B2B industrial companies. With a deep background in management, marketing, and sales, Ed integrates strategy, governance, customer success, and technology into a unified system for revenue growth through his Overall Revenue Effectiveness™ Methodology. A former Airborne Infantry Officer and Johns Hopkins University graduate, Ed also hosts the Industrial Growth Institute podcast and partners with major marketing and sales technology platforms.

SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy discuss bridging the gap between sales and marketing with Ed Marsh. As an expert in aligning these critical teams, Ed shares actionable strategies for fostering collaboration, following up on leads, and leveraging marketing materials. The conversation highlights the importance of viewing the buyer’s perspective, expressing gratitude, and creating a unified approach to achieve better results in 2025.

• Follow-up Matters: Sales teams should follow up on all leads and provide actionable feedback to marketing teams.
• Leverage Marketing Materials: Sales reps must use and contribute to the development of sales enablement resources.
• Buyer-Centric Approach: Both sales and marketing teams should prioritize the buyer’s perspective to deliver a cohesive experience.
• Strengthen Relationships: Salespeople should build strong relationships with marketing teams to foster better collaboration.
• Express Gratitude: Acknowledging the efforts of marketing and support teams can bridge relational divides and improve teamwork.

• "You can't sell from the heart if sales isn't genuinely in your heart." — Ed Marsh
• "Follow up on the leads and provide feedback. Let marketing know that their work matters." — Ed Marsh
• "Gratitude bridges the relational divide." — Ed Marsh
• "Every time you have a conversation, think about the buyer's perspective." — Ed Marsh

Connect with Ed Marsh

• Ed's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

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!

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Steve Spiro, known as the Master Connector, is a business automation consultant, speaker, and martial arts expert with a passion for building genuine relationships. Starting his career in advertising and later transitioning into technology, Steve attributes his success to discipline, integrity, and fearlessness cultivated through martial arts. With over 18,000 contacts in his phone and 24,000 LinkedIn connections, Steve hosts the weekly Master Connector Show on LinkedIn Live, inspiring others to step out of their comfort zones and master the art of connection.

SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Steve Spiro to explore his journey from shy introvert to Master Connector. Steve shares his simple yet effective strategy for building authentic relationships and maintaining a strategic network. He highlights the importance of adding value, leveraging LinkedIn for credibility, and developing long-term connections. The episode challenges listeners to connect with three new people daily in 2025, fostering both personal and professional growth.

• Authentic Relationships Matter: Genuine connections are more impactful than simply growing your network numbers. Focus on authenticity, vulnerability, and being others-focused.
• Strategic Networking: Building a strategic network involves connecting with individuals who align with your values and goals, creating long-term value.
• Leverage LinkedIn: Use LinkedIn as a platform to establish credibility, share your values, and connect with influential professionals.
• Value-Driven Interactions: Always aim to add value in your interactions, offering help or connections rather than pitching yourself.
• Challenge Yourself: Commit to connecting with three new people daily to expand your network and create new opportunities.

• "People buy from people they know, like, and trust." — Steve Spiro
• "To me, selling from the heart is being others-focused, being authentic, and genuinely looking to help." — Steve Spiro
• "Connection, real human connection, is so important, and it doesn't just happen through building numbers." — Steve Spiro
• "Don’t pitch people; engage and always focus on adding value." — Steve Spiro

Connect with Steve Spiro

• Steve's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

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!

Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!

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

Jonathan Gardner is the Principal and Founder of J. Gardner Group, where he leverages decades of expertise in strategic sourcing and relationship management to drive profitability for organizations. His career includes working with global powerhouses like Starbucks and Dell, where he developed an acute understanding of navigating large corporations and fostering long-term partnerships.

SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jonathan Gardner to explore the art of strategic sourcing and relationship management. Drawing on his extensive experience with major brands, Jonathan reveals how sales professionals can establish genuine connections, navigate procurement processes, and avoid becoming just another number on a spreadsheet. He emphasizes the importance of building relationships across all levels of an organization, maintaining a strategic mindset, and engaging consistently for long-term success.

• Beyond Procurement: Build relationships across multiple departments to avoid relying solely on procurement.
• Strategic vs. Tactical Sales: Focus on strategic, long-term actions instead of short-term wins.
• Proactive Engagement: Start building connections before a need arises and nurture them consistently.
• Perceived Power of Procurement: Procurement’s influence is often overestimated, especially when you're an incumbent supplier.
• Relationship Mapping: Create a "power map" of connections within your target organization to strengthen your approach.
• Holistic Strategies: Engage procurement as part of a comprehensive sales strategy, not as an obstacle to overcome.

• "Don't let yourself become equal." — Jonathan Gardner
• "Procurement has way, way less power than they want you to think they do." — Jonathan Gardner
• "Be the octopus. Engage every tentacle of your relationship strategy." — Jonathan Gardner
• "Treat this as an 'and,' not an 'or.' Engage, engage, engage." — Jonathan Gardner
• "Avoid assuming. It's easy to think you're being ghosted, but they're probably just busy and rude." — Jonathan Gardner

Connect with Jonathan Gardner

• Jonathan's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

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!

Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!

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