Mary Jane Copps helps sales professionals win more business by rediscovering the power of real-time conversations. For more than 20 years, she has coached sales teams, entrepreneurs, startups and customer service professionals how to build trust, open doors and strengthen relationships through effective phone, video and in-person communication. Her practical approach helps people turn everyday conversations into meaningful connections, leading to stronger client relationships and more business.

Mary Jane has worked with more than 800 organizations and trained over 30,000 professionals across North America and internationally in France, Britain and Australia. Her expertise has been featured by a wide range of media including Fox News, the BBC, CBC, and in The Wall Street Journal and Bloomberg.

She publishes a blog each week that explores one valuable skill people can use immediately to strengthen their conversations with clients and prospects. This aligns with her mission to help companies increase their real-time conversations instead of losing opportunities by avoiding them.

SHOW SUMMARY

In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome communication expert Mary Jane Copps—known as "The Phone Lady"—for a timely conversation about one of the most overlooked skills in modern sales: having meaningful real-time conversations.

As automation, AI, email, and texting continue to dominate business communication, Mary Jane explains why authentic voice-to-voice conversations remain one of the greatest competitive advantages a sales professional can have. She shares how curiosity, empathy, preparation, and genuine interest in others transform ordinary sales calls into lasting business relationships.

Together, they explore why conversational skills are declining, how sales professionals can intentionally rebuild them, and practical techniques for creating stronger customer connections—from asking better open-ended questions to leaving compelling voicemails and following up with empathy instead of pressure.

If you've ever wondered whether phone calls still matter in today's digital world, this episode delivers a compelling reminder that trust is built one conversation at a time.

KEY TAKEAWAYS

• Great sales conversations begin by focusing on the customer, not yourself.
• Curiosity and empathy create stronger relationships than scripted pitches.
• Real-time conversations remain one of the most valuable—and underdeveloped—sales skills.
• Technology should support communication, not replace human connection.
• Open-ended questions encourage meaningful dialogue and uncover deeper customer needs.
• Your voice communicates conviction, authenticity, and enthusiasm in ways email never can.

HIGHLIGHT QUOTES

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!

Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.

Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube

Get Your Daily Dose of Inspiration:
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Mark Hunter, CSP, known globally as “The Sales Hunter,” is a renowned sales expert, keynote speaker, consultant, and best-selling author who helps organizations transform how they approach sales. With more than 30 years of experience in sales leadership, he has worked with companies around the world to help sales teams identify better prospects, build stronger relationships, and close deals with confidence and integrity.

Before launching his company, The Sales Hunter, Mark spent nearly two decades in the sales and marketing divisions of Fortune 200 companies, leading large sales teams and developing high-performing sales strategies. He is the author of several influential books, including High-Profit Prospecting, High-Profit Selling, and A Mind for Sales, and is widely recognized for his practical insights on prospecting, mindset, and building trust-based sales relationships that drive long-term business success.

SHOW SUMMARY

In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome renowned sales expert, author, and keynote speaker Mark Hunter, known around the world as "The Sales Hunter," to discuss his latest book, Integrity First Selling: How to Create Better Sales with Better Customers.

Mark challenges conventional sales thinking by reminding listeners that sales is not about moving products—it's about serving people. He explains why the most successful sales professionals focus on helping buyers achieve outcomes they never thought possible rather than simply chasing quotas, commissions, or quarter-end numbers.

The conversation explores what it truly means to put integrity first in sales, including aligning with the buyer's journey, building trust through transparency, and playing the long game even when short-term pressure tempts salespeople to do otherwise. Mark also shares practical insights on prospecting, pipeline development, leadership, accountability, and why many organizations mistakenly create the very buying behaviors they complain about.

In a marketplace increasingly crowded by AI-generated noise and transactional selling, Mark makes the case that trust, authenticity, and consistency remain the most valuable competitive advantages a salesperson can possess.

This episode is a powerful reminder that sales done with integrity doesn't just create better customers—it creates better careers, stronger relationships, and lasting success.

KEY TAKEAWAYS

• Sales is fundamentally about serving people, not selling products.
• Integrity-first selling requires joining the buyer's journey rather than forcing your own agenda.
• Long-term trust always outperforms short-term sales tactics.
• End-of-quarter discounting often trains customers to delay purchasing decisions.
• Healthy pipelines eliminate desperation and create better customer experiences.
• Sales leaders should focus on creating opportunities, not simply closing deals.

HIGHLIGHT QUOTES

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!

Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.

Subscribe to The Selling from the Heart Podcast 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

Elyse Archer is a leadership consultant, keynote speaker, and executive coach who helps high-growth teams and leaders build stronger communication, sharper focus, and more resilient cultures. With deep expertise in psychology, performance strategy, and human behavior, Elyse equips organizations to improve collaboration, enhance accountability, and empower individuals to contribute their best work.
She is the founder of Elyse Archer Coaching and creator of programs that help leaders communicate with clarity, manage change effectively, and lead with authenticity. Elyse’s practical, research-informed approach blends mindset, skill-building, and heart-centered leadership, making her a trusted advisor to executives, founders, and teams looking to scale both results and culture.

SHOW SUMMARY

In this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with leadership consultant, executive coach, and keynote speaker Elyse Archer to explore the powerful connection between identity and sales success.

Elyse shares her personal journey of breaking through an income ceiling that had persisted despite years of hard work, training, and achievement. Following a series of life-changing events, including the unexpected loss of her podcast co-host, becoming a new mother, and reflecting on the lessons from The Top Five Regrets of the Dying, she realized that lasting growth required more than new strategies. It required becoming a new version of herself.

Together, they unpack the concept of identity-driven selling, why results rarely exceed self-concept, and how sales professionals can shift from operating out of fear, scarcity, and hustle to leading and selling with confidence, purpose, and an open heart.

KEY TAKEAWAYS

• Your sales results will rarely exceed your self-concept and identity.
• Sustainable growth starts with becoming the person capable of achieving the result you desire.
• Selling from the heart means operating from wholeness, service, and authenticity rather than fear or scarcity.
• Mindset alone isn't enough; identity, beliefs, emotions, and actions work together to create outcomes.
• The "Old Personality vs. New Personality" framework provides a practical path for personal transformation.

HIGHLIGHT QUOTES

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!

Listen to Larry Levine’s Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.

Subscribe to The Selling from the Heart Podcast 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