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!

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Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

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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

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Damon Lembi is the CEO of LearnIt, a company dedicated to empowering individuals through education to achieve their professional goals. After an early career pursuing Major League Baseball, Damon joined LearnIt in 1995, bringing his passion for growth and learning to the organization. As an advocate for lifelong learning, Damon attributes LearnIt’s success to surrounding himself with exceptional talent and learning from past mistakes. An avid reader and family man, Damon brings unique perspectives on leadership, culture, and personal development. His book, Learn It All Leader, explores the transformative power of a learn-it-all mindset for individuals and teams.

SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Damon Lembi, CEO of LearnIt, to explore how fostering a culture of learning can transform sales and leadership. Drawing insights from his book, Learn It All Leader, Damon highlights the power of humility, curiosity, and integrity in driving continuous improvement and building successful teams. Through lessons from his baseball career and leadership journey, Damon shares actionable strategies for developing adaptability, embracing feedback, and creating a collaborative, growth-focused environment within sales teams.

• Authenticity in Sales: Building trust and genuine connections is critical for success in sales.
• Continuous Learning: Sales professionals must embrace lifelong learning to adapt to industry changes and meet evolving customer needs.
• Team Collaboration: Sales is a team sport that thrives on collaboration and shared support.
• Feedback Culture: Leaders who provide regular, constructive feedback foster growth and improvement in their teams.
• Reflection for Growth: Reflecting daily on wins and lessons learned helps sales professionals refine their approach and achieve consistent growth.

• "Learning without doing is treason." — Damon Lembi
• "True selling is a team sport, 100%." — Damon Lembi
• "A learn-it-all isn’t afraid to make mistakes, try new things, and grow outside their comfort zone." — Damon Lembi
• "The more you learn, the more you earn." — Larry Levine
• "If you’re going to deliver meaningful value, you need to be somebody who’s continuously learning." — Darrell Amy

FOLLOW THE CONVERSATION:

Connect with Damon Lembi

• Damon Lembi's LinkedIn.

Connect with Larry and Darrell

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

ADDITIONAL RESOURCES:

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

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Karl Mecklenburg, former Denver Broncos captain and All-Pro linebacker, defied the odds as a college walk-on and 12th-round draft pick to become one of the NFL’s most versatile players. With six Pro Bowl appearances, three Super Bowl appearances, and an induction into the Denver Broncos Ring of Fame, Karl's career exemplifies resilience, determination, and leadership. Today, as a Certified Speaking Professional (CSP), Karl shares his inspiring "Six Keys to Success," blending humor, motivation, and actionable strategies for achieving goals in sports, business, and life.

SHOW SUMMARY
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy sit down with NFL legend Karl Mecklenburg to explore his "Six Keys to Success" and their application to sales and leadership. Karl discusses preparation, decisiveness, authenticity, resilience, forgiveness, and goal setting as fundamental principles for achieving success. Drawing on his experiences on the football field and in life, Karl shares practical advice for sales professionals to overcome challenges, build trust, and pursue their goals with purpose and integrity.

• Preparation is Key: Success in both sales and sports hinges on preparation. Take the time to thoroughly prepare for meetings, calls, and opportunities.
• Be Decisive: Quick, well-informed decisions can create momentum and change outcomes.
• Authenticity Matters: Genuine connections build trust and relationships. Inauthenticity can quickly damage rapport.
• Resilience in the Face of Challenges: Embrace obstacles as opportunities for growth. High pain tolerance and persistence are necessary for long-term success.
• Forgiveness is Essential: Letting go of past mistakes—both yours and others’—is crucial for moving forward.
• Goal-Driven Success: Set actionable short-term goals that align with your long-term vision to maintain focus and motivation.

• "Preparation allows you to be decisive." — Karl Mecklenburg
• "Success is not just the game; it’s the preparation before the game." — Karl Mecklenburg
• "Success is overcoming obstacles on the way to your dreams." — Karl Mecklenburg
• "You should run into obstacles; otherwise, you're not pushing hard enough." — Karl Mecklenburg
• "If you can't admit there's an issue, there is no way to move forward." — Karl Mecklenburg

FOLLOW THE CONVERSATION:

Connect with Karl Mecklenburg

• Karl's Mecklenburg's LinkedIn.

Connect with Larry and Darrell

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

ADDITIONAL RESOURCES:

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

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Guitze Messina is a trailblazer in the HVAC industry and the author of MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting. With decades of experience in building strategic partnerships and driving growth initiatives, Guitze specializes in enhancing service outcomes, fostering innovation, and building trust-based client relationships. His leadership philosophy is rooted in integrity and heart-centered values, making him a perfect fit for the Selling from the Heart podcast. Guitze is passionate about creating lasting value for organizations by focusing on trust, meaningful relationships, and genuine care—core principles that resonate across all industries.

SHOW SUMMARY
In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy are joined by Guitze Messina to explore the principles behind his book MONEYCALL and the art of achieving recurring sales with less prospecting. Guitze shares actionable strategies for proactively engaging with existing customers, understanding their needs, and leveraging relationships to drive sustainable business growth. He also discusses the importance of a customer-centric mindset, the value of asking strategic questions, and the role of structured sales processes in fostering long-term success. Whether you’re in HVAC or any other field, Guitze’s insights will inspire you to refine your sales approach, deepen client trust, and increase revenue through meaningful connections.

• Proactive Selling: Focus on engaging existing customers to drive recurring sales rather than relying heavily on prospecting for new clients.
• Listening and Asking: Strategic questioning and active listening help uncover customer needs and buying preferences, leading to stronger relationships.
• Recurring Sales Focus: Businesses in recurring sales industries can unlock growth by nurturing relationships with their existing customer base.
• Right Structure: A structured and manageable client load is essential for sales professionals to adopt a proactive approach effectively.
• Customer-Centric Approach: Shift from transactional service to relational, serving-oriented strategies to foster loyalty and long-term success.

• "The more that you learn from your customers, the more you earn from your customers." — Guitze Messina
• "You grow your business through your customers, not at the expense of your customers." — Guitze Messina
• "Nothing happens unless you're talking to a client." — Guitze Messina
• "Helping the customer grow their business ensures that you also grow your business." — Guitze Messina
• "Selling from the heart is making it easy for your customers to buy what they really want." — Guitze Messina

Connect with Guitze Messina

• Guitze Messina's LinkedIn

FOLLOW THE CONVERSATION:

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

ADDITIONAL RESOURCES:

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

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Robert Hamilton Owens is widely known as The Fittest and Mentally Toughest 71-Year-Old in the World. An Ironman athlete, Special Ops Pararescueman, keynote speaker, and father of five, Robert has completed 12 Ironman triathlons, extreme endurance races, and the World Marathon Challenge. His life is defined by resilience and determination. With over 25 years of inspiring audiences, from Navy SEALs to international governments, Robert is dedicated to helping others realize their potential through mental toughness and personal growth.

SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy talk with Robert Hamilton Owens about building mental resilience and overcoming rejection in sales. Robert shares his remarkable journey from a self-doubting youth to a leader in Air Force Pararescue and an endurance athlete. He provides practical strategies for cultivating mental toughness, handling rejection, and thriving in high-pressure sales environments. The conversation also emphasizes the importance of passion, mentorship, and embracing challenges to unlock one’s full potential.

• Overcoming Adversity: Personal growth often involves facing and conquering significant challenges. Robert shares his journey of transformation through resilience and mentorship.
• Mental Resilience: Mental toughness is critical in sales, especially in high-rejection environments. Practices like visualization, breathing exercises, and affirmations help build resilience.
• The Role of Mentorship: Having mentors who believe in your potential can be transformative, even when you doubt yourself.
• Rejection as Growth: Embrace rejection as a necessary part of the process. Learn from it, grow with it, and persevere.
• Passion Sells: Selling with passion turns sales into a natural and authentic expression, making it easier to connect with clients.

• "Most people exist; they don't live." — Robert Hamilton Owens
• "It's not what happens to us; it's what happens in us." — Robert Hamilton Owens
• "If your why is strong enough, you can move mountains." — Robert Hamilton Owens
• "Rejection’s part of life, and you have to learn to grow with it and use it." — Robert Hamilton Owens
• "You sell from your passion. If you have passion, it's not selling; it's leaking." — Robert Hamilton Owens

• Robert Owens' LinkedIn.

FOLLOW THE CONVERSATION:

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

ADDITIONAL RESOURCES:

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

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Brent Long is the founder of Long on Life, an organization dedicated to helping individuals and businesses unlock their true potential through the practical wisdom of Jesus Christ. With decades of experience coaching sales teams and business owners, Brent is passionate about transforming the traditional image of salespeople into authentic, caring superstars. A former football coach and long-time straight commission earner, Brent brings unique insights into the demands of high performance. Alongside his wife Kelley, Brent advocates for adoption, runs a 32-acre retreat called Longhaven, and dedicates his life to service, family, and faith.

SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Brent Long to explore heart-centered sales and the transformative power of compassionate questioning. Brent introduces the concept of the "begrudging heart" in sales and explains why the question "Do you want to be healed?"—rooted in the teachings of Jesus—is the greatest sales question ever asked. By focusing on authenticity, genuine care, and emotional impact, Brent shares how to build trust and create lasting success in sales. This episode highlights how asking meaningful, heart-centered questions can redefine relationships and foster authentic connections.

• Heart-Centered Sales: Genuine authenticity and compassion are the cornerstones of successful sales relationships.
• The Power of Questions: Asking deep, heart-centered questions builds trust and uncovers clients' core needs.
• Gratitude and Community: Focus on gratitude, authentic relationships, and community-building for long-term success.
• Authenticity vs. Faking: Authenticity cannot be faked—clients can detect insincerity and respond accordingly.
• Emotional Impact: Compassion and care help foster trust, loyalty, and repeat business.

• "You can't fake authenticity and compassion. It's either there or it's not." — Brent Long
• "'Do you want to be healed?' is the greatest sales question ever asked." — Brent Long
• "I'm going to out care, out love, and out compassion everyone else." — Brent Long
• "Make someone feel comfortable, and they will open up and share their business secrets with you." — Larry Levine
• "Never ask for trust; demonstrate it and let them decide." — Darrell Amy

• Brent Long's LinkedIn.

FOLLOW THE CONVERSATION:

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

ADDITIONAL RESOURCES:

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