Ep.20 Selling From The Heart

With 27 years of in-the-field B2B sales experience in the technology industry, Larry knows what it takes to be successful. He’s successfully sold office technology, document management solutions, and managed services to customers ranging from up-and-down the street accounts for Fortune 500 companies.

After a conversation with a current customer about LinkedIn, Larry became fascinated with this emerging network of business people. He started experimenting with LinkedIn in his copier sales process. During this time, he learned from trial and error what works and what doesn’t work

In the fall of 2013 Larry accepted a new challenge as a major account rep for a Japanese OEM in Los Angeles, one of the most competitive markets in the world. He walked into a zero base territory with no MIF to flip. Using his LinkedIn sales strategies he booked $1.3 million in hardware sales in 2014 and left behind a $1.6 million pipeline for the next rep to develop.

Now Larry coaches B2B sales professionals to do what he did. Since 2015 Larry has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his coaching.


After seeing Larry’s work on LinkedIn and reading his book, Selling From the Heart – Larry’s message of empathy, caring and relationship building really spoke to me about how to deal with prospects and clients in todays modern sales world so I invited him onto the podcast to have a chat about his sales strategies and what makes them successful.


Boy, If you can’t do the little things right, you’ll never be able to do the big things right!

This episode of The SalesChange Podcast covers –

  • How ‘Selling From the Heart’ came about.
  • Larry’s career path into sales coaching and how he managed to survive the cut-throat world of copier sales.
  • The problem with salespeople when they are trained in the wrong environments.
  • What his rocket scientist father taught him about sales
  • Sports Stars vs SalesPeople
  • The Difference between Service and ‘To Serve’.
  • Answers to the ‘SalesChange 5’ questions.

On every SalesChange Podcast – we ask the guests to answer 5 standard questions – here are the responses from Larry Levine.

  • What was the last book you read?

Larry – Revenue Growth Engine by Darrell Amy (He’s actually my podcast partner) – this is the last book that I read.

  • What did you want to be when you grew up?

Larry – I actually wanted to be a pharmaceutical sales representative.

  • Whats the worst job you could imagine doing?

Larry – I’m not mechanically inclined at all so I can’t fix cars – so anything which related to fixing cars or anything like that!

  • What’s the worst sales mistake you’ve ever made?

Larry –  Assuming – assuming what my client wants, when they want it and the worst – assuming that I’ve got the deal.

  • Who’s the leader you look up to the most?

Larry –  I look up to people like Mark Cuban, I look up to guys like Marcus Lemonis. When I look for a leader, I look to someone who is going to get me to think differently


  • Connect with Larry Levine on LinkedIn
  • Selling from the Heart on Amazon
Matt King
Matt King

Matt King is an award winning Business Leader, Sales Coach, Podcaster and Content Creator.

He has managed and built sales teams to succeed over the last 10 years with a direct, relatable and down to earth approach which focuses on building relationships, networks and problem solving.

He focuses on collaboration, culture, mindset – all to build that momentum that leads to sales. That’s his idea of fun.

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