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see attached file

Hacked!

Global Neobank Revolut Hacked; $20 Million Stolen - HackRead.....Revolut, a global neobank and financial technology company, fell victim to a devastating cyber attack, resulting in the theft of over $20 million from the company’s funds.....

Gutter Cat Gang Twitter Hacked, At Least $750K Worth of NFTs Swiped - Decrypt.....The official Twitter account of the popular Ethereum NFT collection Gutter Cat Gang—and its co-founder's account—was hacked resulting in the loss of at least $750,000......

Hayward hacked: City suffers cyberattack, turns off website -......The city of Hayward has fallen victim to a ransomware attack and shut down its city website as IT crews investigated the extent of the problem.....

DeFi protocol Arcadia Finance hacked on Ethereum and Optimism for $455k.....A hacker drained approximately $455,000 from noncustodial decentralized finance (DeFi) protocol Arcadia Finance by exploiting a code vulnerability. Blockchain investigator PeckShield alerted about the hack on Arcadia Finance, highlighting the cause as “the lack of untrusted input validation....

Gaming firm Razer hacked, customer details for sale in Monero - Protos.....A hacker is demanding $100,000 in cryptocurrency for source code and back-end login details stolen from American-Singaporean gaming tech company Razer, reports The Straits Times.....

FBI searches Kraken co-founder Jesse Powell's home amid hacking, cyberstalking probe.....The U.S. Federal Bureau of Investigations (FBI) has searched the Los Angeles home of Kraken co-founder Jesse Powell in March, as part of a non-digital asset related criminal investigation into claims that he hacked and cyber-stalked a nonprofit art group that he founded, reported the New York Times on Thursday.

-=Stay Safe=-

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MSP, MSSP & IT Industry Notes

Sponsored by

July 10th, 2023

Arcoa Group

Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.

What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your client.

IT professionals required to do more with less as security threats remain major concern

• Recent Logicalis 2023 CIO Survey
• 2023 Challenges
  • 47% of respondents identify security threats as their biggest challenges in 2023
  • 46% of technical skills and resourcing
• Outsourcing IT and managed services
  • 74% expect to increase spending this yea
• Economy concerns
  • 36% cite budgetary pressure
  • percentage of respondents expecting a decrease in their IT budgets has risen from 16% in 2022 to 25% in 2023

Rackspace Technology Partners with C2C Global, the Largest Online Google Cloud ...

• announced that it has entered into a new partnership with C2C Global
• C2C Global is the largest worldwide community of Google Cloud users
• The C2C community is the most sought-after space for Google Cloud customers to find connections, generate leads, and expand their relationships with customers and Googlers

Node4 Acquires ThreeTwoFour to Strengthen its Cybersecurity Offering and Expand In the Finance and Banking Sector

• announced the acquisition of ThreeTwoFour
• ThreeTwoFour is an information security and technology risk management service provider
• Node4 fully owns its own a network of data centres, points of presence

Cybersecurity Notes

• American Airlines and Southwest Airlines have both notified thousands of their pilots that their personal info was exposed after cyber attack on vendor, Pilot Credentials
• Microsoft published warning about hackers aiming their efforts at devices running Linux systems that have Internet access
• Joseph James O’Connor, aka PlugwalkJoe, was given a 5 year prison sentence for his involvement in a hacking group that netted $794,000 from TikTok users.
• Suncor Energy notified an unknown number of gas stations that customer info may have been exposed after cyber attack.
• Community Health Systems (CHS), headquartered in Franklin, TN, is facing another lawsuit claiming negligence, regarding a breach that exposed PHI of 1 million patients across the U.S.
• The C10p ransomware group claims to have stolen info from:
• • Shell Oil
  • Siemens Energy
  • Schneider Electric
  • UCLA
  • Sony Corp.
  • Ernst & Young
  • PricewatersCoopers
  • Cognizant
  • Kirkland & Ellis Law Firm
  • K&L Gates Law Firm
• iHealth Solutions of Louisville, Kentucky received a $75,000 HIPAA fine for exposing the PHI of 267 patients after a breach.
• The Atrium, aka Senior Choice Inc. of Johnstown, PA notified an unknown number of residents that their PHI was exposed after cyber attack.
• Beacon Ridge Senior Living of Indiana, PA notified an unknown number of residents that their PHI was exposed after cyber attack.
• The Patriot Senior Living of Somerset, PA notified an unknown number of residents that their PHI was exposed after cyber attack.
• The Williamsport Home Senior Living of PA notified an unknown number of residents that their PHI was exposed after cyber attack.
• Coachella Valley Collection Services of Palm Valley, CA notified an unknown number of patients that their PHI was exposed after ransomware attack.
• Kansas Joint & Spine Specialists notified an unknown number of patients that their PHI was exposed after ransomware attack.
• Mount Desert Island Hospital of Maine notified 24,180 patients that their PHI was exposed after ransomware attack.
• Barrow County government of Georgia notified an unknown number of residents that their info may have been exposed after cyber attack.

OneNeck IT Solutions Ranked on Channel Futures 2023 MSP 501

• named as one of the world's premier managed service providers in the prestigious 2023 Channel Futures MSP 501 rankings
• Identifies OneNeck as a Best-in-Class Business Growing Via Recurring Revenue and Innovation
• Channel Futures MSP 501 survey examines organizational performance based on annual sales, recurring revenue, prnologieofit margins, revenue mix, growth, innovation and supported techs

Zayo Ranked Top 10 on Channel Futures 2023 MSP 501—Tech Industry's Most Prestigious ...

• named as one of the world’s premier managed service providers in the 2023 Channel Futures Managed Service Provider (MSP) 501 rankings
• Zayo delivers critical managed edge, connectivity, cybersecurity and voice-and-collaboration services to the largest and most innovative organizations
• Channel Futures MSP 501 survey examines organizational performance based on annual sales, recurring revenue, prnologieofit margins, revenue mix, growth, innovation and supported techs

Lock in on Cyber Security with ARCOA

• ARCOA, data security is a critical part of what we do
• every item received, we adhere to NIST 800-88 procedures
• strict protocols to overwrite information render all data permanently removed and unrecoverable

Align Ranked in Top 100 of the Channel Futures 2023 MSP 501 List—Tech Industry's Most ...

• named in the top 100 of the world’s premier managed service providers in the 2023 Channel Futures MSP 501 rankings
• placing number 60 out of 501 other firms
• Align is a premier global provider of technology infrastructure solutions
• Channel Futures MSP 501 survey examines organizational performance based on annual sales, recurring revenue, prnologieofit margins, revenue mix, growth, innovation and supported techs

CrowdStrike Wins Best Endpoint Security for SC Awards Europe 2023

• announced that the company took home top honours as the Best Endpoint Security winner in the SC Awards Europe 2023
• second consecutive year CrowdStrike’s technology has been recognised as a SC Excellence Awards
• CrowdStrike (Nasdaq: CRWD), a global cybersecurity leader

HP wants to move to subscription model for all

HP Inc.’s CEO, Enrique Lores, was recently interviewed by Wall Street Journal

• Subscriptions would bundle printers, MFPs, supplies, paper and PCs, as well as other technology
• Move will put a dent in retail sales of their products in retailers and dealers
• Claims that future of HP is “being a digital company” over one that sells products in retail stores
• “I think it is the desire to be more relevant to our customers. We can offer a much stronger value proposition to customers with, rather than a product, a full service. It is all about engaging with customers in a more permanent way”
• “we need to change how we connect with customers”

Y Soft launches new solutions

Headquartered in Brno, Czech Republic

• “Pure Cloud Terminal”, which is compatible with Y Soft SAFEQ Cloud, a secure print release solution in the cloud
  • Integrate printing and scanning
  • Users connect directly to the cloud without software
  • Secure connection
  • Currently on works with HP, Ricoh and Fujifilm-made devices
• “Multi-Vendor Scanning” includes optical character recognition
  • Documents edited or found through keyword search and metadata
  • One touch workflows
  • Hosted in Y Soft public cloud
  • In later version will support private cloud and on-premise customers
• “OMNI Bridge” is an edge device to integrate with SAFEQ Cloud and SAFEQ Managed
  • Connects printers to cloud

IT not confident that printers/MFPs are secure

Survey results published by Quocirca Inc.

• Only 19% of IT professionals are confident that their printers and MFPs are protected from hacking
• 61% experienced a data loss due to unsecured printing
• 39% say it is becoming harder to keep up with printer/MFP security
• Average print-related breach cost is now $947,000
• 70% of businesses are very dependent on print
• 86% are increasing their spend on printer/MFP security solutions

M-Files Named IT Cloud/SaaS Silver Winner in the 2023 Globee® Disruptor Company Awards

• announced that the company has been honored as a Silver Winner in the Information Technology Cloud/SaaS category of the 3^rd Annual Globee® Disruptor Company Awards
• Globee Awards for Disruptors recognize and celebrate organizations and individuals who have made significant contributions in driving disruptive innovation across various industries
• M-Files is a global leader in information management

Announcing DocuWare Version 7.8: Collaborative Work, Automatic Calculations New On-the-Go Functions

• introduces the latest version of its DMS, DocuWare Version 7.8
• new features support collaborative working, simplified calculations and make it easier to work from mobile devices
• DocuWare Forms, users can now easily build forms with real-time calculations. Index tables can be viewed on mobile devices and the user interface is truly global in nature as it is available in 24 languages - Slovenian and Vietnamese are the newest additions
• DocuWare is a leading provider of document management and workflow automation solutions

“In compassion, when we feel with the other, we dethrone ourselves from the center of our world and we put another person there.”

Karen Armstrong

As we start our time together, please reflect for a moment on this quote, as I ask you... Who is at the center of your sales universe?

I believe I hear many of you shouting, my clients are the center of my sales universe!

Whether you're a business owner, CEO, President, sales leader or a sales professional, your clients and how well you connect with them will determine your long-term sustainability, revenue and profits.

Your clients are undeniably one of the most precious assets you have.

Without clients would you exist in sales?

The more you understand that deep meaningful and authentic relationships with your client's matter, the more successful you will become.

Your clients smell what you're cooking or not cooking real fast.

Are you personally engaging with your clients?

Are you investing in building meaningful relationships?

Are you showing that you care?

Here at Selling from the Heart, we simply call this Giving a Rip.

CONNECTION & COMPASSION, THE 1-2 PUNCH

"We're living in miraculous times where connections are made at the blink of an eye, the tap of a thumb, and the click of a mouse. We can never replace human interaction, but these simple actions can be powerful and meaningful to those we connect with."

Christy Turlington

How well are you connecting to your clients?

The business world is riddled with technology allowing us to bridge conversations, fuel conversations and sorry to say, in some instances, replace human conversations.

Regardless of the medium by which communication occurs, the essence of conversation lies in active listening, respect for someone's viewpoints, and a willingness to engage in open and honest dialogue.

Are you engaging in open and honest communication with your clients?

Conversations are the lifeblood to connecting with your clients. Without meaningful conversations, it becomes monumentally difficult to connect.

What saddens me, what concerns me and what I find inexcusable, is how few in sales are truly connecting to their clients with any kind of meaning. I am also pointing the finger to all the executives and senior leaders who have fostered the environment by modeling the behavior.

I believe heartfelt professionals are driven by a mission to make the business world better and to help others. This all starts with compassion and connection.

"Love and compassion are necessities, not luxuries. Without them humanity cannot survive."

Dali Lama

My challenge... If love and compassion are necessities within humanity, then what prevents salespeople, leadership and executives in bringing this to their clients?

Compassion can be distinguished by strong feelings of unconditional love, genuine sympathy and a strong willingness to help others.

The times, they are a changing. I am to inform all of you... Soft skills yield hard dollars.

COMPASSION UNLOCKS THE RELATIONAL DOOR

Ask any salesperson, sales leader, executive, and president of a company, if their client relationships matter - you will hear, a resounding, unanimous, and undeniable YES, THEY DO... then my question to all of you... What are you doing to build, nurture and grow the relationship if your client relationships matter?

What would happen if you brought compassion to your client relationships? How would this make them feel?

Would this allow you to connect with more meaning and with more substance?

Would this create incremental revenue, referrals and sustainability? If so, how would this make you feel?

My friends... Compassion is the key to unlocking the relational door.

Compassion changes everything!

The Merriam Webster dictionary defines compassion as,

"Sympathetic consciousness of other's distress together with a desire to resolve it."

In the spirit of the word compassion, this becomes synonymous with doing.

Compassion is not about material or physical things. It's about the human spirit and soul. (Start thinking about your clients right now). The spiritual definition of compassion involves acting to alleviate the suffering, of others.

Compassion comes from the Latin word “compati” which means “to suffer with.” It is more than empathy and care, it is the sincere burning desire to help someone who is suffering, and to be able to help ease their pain.

Think about all the distress and discomfort your clients could going through right now, would you know?

Selling from the Heart professionals rise up and end the suffering inflicted by all the empty suits.

Bringing compassion to the forefront, it is not for the weak at heart. It is for those professionals who care. It's for those professionals who give a rip.

Compassion calls for sales community to unite, take action and make change.

If you want to stand out from all the other empty suits and "me-too" sales reps, it can't just be about you. It must bigger than you.

"I think technology really increased human ability. But technology cannot produce compassion."

Dalai Lama

I believe a Selling from the Heart professional is deeply driven by a mission to make the business world better. Will you join the mission and the movement in bringing heart to the sales profession?

COMPASSION IS ABOUT LOVING YOUR CLIENT RELATIONSHIPS

Just curious... When was the last time you asked one of your client's their concerns, issues or even how you can help?

Imagine asking... How may I be of service and value to you, right now?

When was the last time you had a meaningful conversation that helped you understand how or what one of your clients was struggling with and why?

Compassion is truly having genuine sympathy for the hardship or suffering other people might be experiencing, and a sincere desire to ease their pain.

Let's think about this in a sales context.

How many of you show a heartfelt desire to help ease the pain from all the broken promises left behind from all the other unscrupulous sales rats?

How many of you are committed to stopping the pain and suffering caused by all the broken sales promises?

A compassionate sales professional is motivated to take action and to stop the pain inflicted by empty suits.

We can all agree, there are many ways to show compassion; however, what is most important is that it must come from the heart.

And, what comes from the heart is love. Yes, I said it, LOVE!

If you do not love your clients, I promise all of you, someone else will.

Russian writer Leo Tolstoy, best known for his book “War and Peace" notably said,“One can live magnificently in this world if one knows how to work and how to love.”

Duncan Coombe is Adjunct Professor of Organizational Behavior and Leadership at IMD Business School. He co-authored the award-winning book Care to Dare and advises organizations on matters relating to human growth and development.

He believes love is like an operating system.

"We have found it helpful to understand love in the business context to be something akin to a philosophy, a mindset, or an intention. This philosophy can have multiple expressions in action and behavior. In other words, there is no defined list of love behaviors or competencies. What is more, love doesn’t replace the functional elements of strategy, finance, sales, product development and HR. Rather we propose it as the idealized operating system of an organization – let’s call it LoveOS."

And lastly,

"As we know from technology, when you have a great operating system, the apps work better, independently, and in relation to each other."

Can love become the operating system by which one better connects to their clients? This would be a heck yeah!

All this to be said... A compassionate sales professional understands their clients crave to be part of something meaningful and special. They hold a deep concern for how their clients feel and what they’re getting out of working with them, especially the experience.

At Selling from the Heart, we call this an Inspirational Experience.

Bring compassion and yes, business love into your client relationships. Dig in and ask heartfelt questions.

• What do you truly expect and desire from me?
• What is one thing I can help you with right now?
• What matters to you the most?
• What can I do to better serve you?

Compassion and care over commission and deception

COMPASSION CANNOT BE FAKED

Compassionate and heartfelt salespeople seek to influence, not take advantage of their clients. They encourage. They lead with hope. They guide, acknowledge and support their clients. They smash together their efforts, skills, talents, insights, passion, enthusiasm and commitment to work because they care.

Therefore, compassionate sales professionals prioritize the well-being and satisfaction of their clients. They build trust, provide guidance, and create inspirational experiences.

Selling from the Heart professionals strive to make a meaningful difference in their clients' lives.

Bringing compassion, caring and connectivity is jet fuel for building meaningful client relationships.

My friend Bruce Kirk, who is also a member of the Selling from the Heart Insiders Group: shares wonderful insight around compassion:

"Compassion must come from the heart---it cannot be faked. The other person's best interests and well-being must be of genuine concern (Serving Truth)."

"Compassion doesn't mean we avoid the truth. In many relationships, there are often hard truths that need to be said for the relationship to deepen. But truths shared with the wrong heart can be disastrous (Selfish Truth)."

Your success is not just about closing more deals, where you sit on the sales totem pole, or the size of your last commission check; it's about how well you connect, care and have sincere compassion for clients.

As I mentioned when we kicked off our time together... Whether you're a business owner, CEO, President, sales leader or a sales professional, your clients and how well you connect with them will determine your long-term sustainability, increased profits and hitting your revenue targets.

All of you...

• Must care intensely about your clients.
• Must have compassion for your clients.
• Must connect with meaning with your clients.

When you with lead with empathy, compassion and vulnerability, you erode the negative perception caused by all the empty suits.

In this episode of Selling From the Heart, we are joined by my friend Marc Clausen, a global sales and sales performance strategy coach at IBM, to discuss the importance of coaching in sales leadership. Marc shares his insights on where sales leaders often go wrong in their coaching approach and provides valuable tips on how to be an effective coach. He emphasizes the importance of serving both customers and sales teams and highlights the value of co-creating and collaborating with clients. Marc also introduces the GROW model for coaching and explains how it can help sales managers guide their teams to success.

HIGHLIGHT QUOTES

Marc's definition of selling from the heart - Marc Clausen: “I think you sell from the heart when you know the customer. I think you sell from the heart when they know you. And you've got integrity in the kind of man or woman you are when you show up in their environment.”

Importance of coaching and the need for training for sales managers - Marc Clausen: “I think one of the mistakes that a lot of sales managers make is they do really great cadence calls. They know how to inspect, well, who's the buyer? What's the budget? When's it going to close? Who's your competition? What's their thing look like? And as sales reps feel beat up quite often, they get into the end of the month, the end of the quarter, the end of the year, and they're trying to deliver their sales plan.”

Connect with Marc Clausen in the link below:

LinkedIn: https://lnkd.in/eMUybwFu

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://lnkd.in/dysZHTyE

Larry's LinkedIn: https://lnkd.in/d6hVD3Cy

Website: https://lnkd.in/dZX8cZj

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://lnkd.in/dZX8cZj book to pre order your copy of the rerelease of the Selling from the Heart book.

SUBSCRIBE to our YOUTUBE CHANNEL!

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Announcing DocuWare Version 7.8: Collaborative Work, Automatic Calculations New On-the-Go Functions

~ Better productivity and more flexible processes ~

Beacon NY, July 6, 2023 –DocuWare, a leading provider of document management and workflow automation solutions introduces the latest version of its DMS, DocuWare Version 7.8.

The new features support collaborative working, simplified calculations and make it easier to work from mobile devices. With DocuWare Forms, users can now easily build forms with real-time calculations. Index tables can be viewed on mobile devices and the user interface is truly global in nature as it is available in 24 languages - Slovenian and Vietnamese are the newest additions.   

"We have observed that the number of tools used in companies is increasing. This makes it more important to link them together through DocuWare, ensuring seamless communication and optimal workflows. This is the case, for example, with our new Connect to Teams feature. The integration of Microsoft Teams with DocuWare makes it easy to exchange, share and store documents between the two platforms. This saves employees a lot of time, as they don't have to constantly switch back and forth between programs and search for documents. This optimizes business processes and increases productivity," says DocuWare President Dr. Michael Berger.

DocuWare version 7.8 Highlights

Connect DocuWare with Microsoft Teams

Documents are often saved in different places in Microsoft Teams and are not easy to locate. With the DocuWare App, files shared in this communication platform can be stored in DocuWare. Users simply use the "Import Attachments" function to do this. Once stored in a structured manner, the documents are available to authorized colleagues only and can be integrated into company-wide workflows. DocuWare Client offers the "Share in Microsoft Teams" option for archived documents. Archived documents can thus be easily posted directly from DocuWare to a Microsoft Teams chat or channel via a link.

Automatic calculations for forms

With DocuWare Forms users can now easily build forms with real-time calculations requiring no coding. For automatic calculation, a formula is assigned to the number fields. The final amount is not only displayed to the user immediately but can also be transferred as an index value and thus used to control the further workflow. The new function is very suitable for travel expense reports and purchase orders, saving accounting professionals’ time.

Better support for mobile workflows through index tables 

The DocuWare app includes support for index tables on mobile devices. With version 7.8 it is now possible to approve individual items within an invoice, modify them and assign them to the corresponding cost center. With this new mobile feature, business continuity is ensured as workflows can be easily managed while on the go.

About DocuWare

DocuWare is a leading provider of document management and workflow automation solutions. Together with its 800+ strong partner network, DocuWare has helped approximately 17,000 customers across 100+ countries simplify their work through digitizing, automating and transforming key processes. DocuWare’s corporate headquarters are located in Germany. The US office is based in New York. The company maintains office locations in Paris, France; Barcelona, Spain; Sofia, Bulgaria; Reading, UK and Brisbane, Australia.

Learn more about partnering with DocuWare here

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“Wearing a mask wears you out. Faking it is fatiguing. The most exhausting activity is pretending to be what you know you aren’t.”

Rick Warren

Here's the mirror moment... Are you the real deal? Are you living your life as sales pretender?

According to Merriam-Webster, pretending can defined as...

• To give a false appearance of being, possessing, or performing
• To make believe
• To claim, represent, or assert falsely

As kids growing up, playing make believe was fun, entertaining and playing dress up took us to places our minds could only imagine.

In today's highly educated business world, playing dress up in sales will only get you exposed as being just another sales rep. Here at Selling from the Heart, we call this being an empty suit (chapter 10 of Selling from the Heart)

Pretending to be someone you’re notcan be an exhausting waste of all the incredible talents you alone have to offer your clients.

In a red ocean filled with sales sharks and empty suits, being genuine and heartfelt is a huge way to stand out. Being real, sincere, honest and not asserting yourself falsely will get you noticed.

Let's just face reality, your clients or for that matter, your future clients, can sniff out bull crap immediately. On the other hand, many know when you're "leaning in", bringing the business goods, the business substance or as we say here at Selling from the Heart, "giving a rip."

I believe being genuine in today's sales world is a rare quality.

Our world is full of sales phonies, social media hype and virtual fake sales personas. Who these people are portraying is not really who they are or are willing to admit too.

Why do so many in sales feel that "chest puffing" is a way to get noticed?

Would you agree your clients and future clients will respond favorably and will continually come back to you for more and more and more, when they see you as being the consummate sales professional?

Selling from the Heart professionals forge their own sales path and our not sales pretenders.

These professionals search for and discover their own unique way of pursuing their passions and purpose.

They forge an entirely new path to get to their desired destination.

It's about what they think and say that makes them who they are. It's what they do and how they view themselves within the sales world. They lead a congruent lifestyle.

These heartfelt professionals are guided by an internal compass. They don't follow the conventional or typical routes others take. They take the road less travelled.

They do not pretend to be someone they are not, just to fit in or make a sale.

STOP PRETENDING, BECOME REAL

"Forget about being impressive and commit to being real. Because being real is being impressive."

Jonathan Harnisch

Would you agree everyone is unique for a reason?

We all have our own paths.

To live life to your fullest potential, you must be true to yourself and stay true to yourself.

Being authentic, the real you, impacts your:

• self-worth
• relationship quality (think about your clients)
• level of self-awareness
• contentment and level of success

As you gain clarity about yourself, it makes it easier for you to attract the right people in your life.

Please reflect upon what I just mentioned and think about how this could impact your ability to attract the right kind of clients. Can clarity in yourself attract the right kind of clients? I believe it can.

That said, being genuine doesn’t just benefit you. It benefits others as well.

When you’re real with yourself, it frees you of the constraints and confinements of the inauthentic world.

In a business world full of emptiness, being real and transparent is nonnegotiable.

Transparency and being real:

• Creates the foundational layers of trust
• Creates the basis for a strong positive relationship where you can build loyalty

Without loyalty, you're a commodity

The legendary actress Judy Garland, once said,

"Always be a first-rate version of yourself, instead of a second-rate version of somebody else."

Are you the first-rate version of yourself?

Are you bringing the real version of yourself to your clients and into the business community?

Being real... it's about intentionally baring your soul by showing the true version of yourself.

Why do I say this?

I believe we have an identity crisis occurring inside today's sales world. This crisis gets exposed even more due to the lack of trust and all the negativity surrounding salespeople.

Layer on top of all of this, the fear of rejection, the lack of self-confidence, a broken sales heart, the lack of fulfillment or simply trying to be someone they know they are not... and now you know why I believe there is an identity crisis.

Being phony is no way to fill your sales funnel

Phoniness is a human characteristic that can be sensed from miles away.

When you're looking to build your personal relationships, do you identify and relate to people who are honest, trustworthy and kind?

I believe you do, then I believe the same can be applied to your client relationships and interactions.

Is it fair to say, you would like to build and sustain real meaningful relationships?

This can only happen from being your genuine, authentic self.

There are people out there, think of your clients and future clients, who will accept you for who you are, flaws and all. However, you can’t find them until you are willing to accept yourself and let others see the real you.

STOP PRETENDING, BECOME TRUE TO YOU

“Be yourself, everyone else is already taken.”

Oscar Wilde

I would like for you to think for a moment...

Being true to yourself... means integrity, moral beliefs, personal values, honesty, sincerity, authenticity, living by what is and what is not acceptable to you, ethics, right and wrong, honor, no falsehood, truth... Now... how many of these words would others associate with the salespeople?

Therefore, those who absorb what it means to sell from the heart, live by a code of morals and values.

Learn more about these values by downloading the Selling from the Heart Mainfesto.

Being true to yourself is fundamental to living a life full of integrity.

How many in sales have let their clients down by simply not living up to their promises?

I believe it's your duty to live up to your obligations and fulfill them, this becomes your character and your brand.

Stop pretending to be someone you are not just so you can fit into the so-called sales culture.

Think about what all of this might be costing you.

• Accept your flaws
• Learn to love yourself
• Lean into self-improvement
• Surround yourself with like-minded and like-hearted people

Staying true to yourself is all about mastering how to live life authentically rather than faking or forcing it.

STOP PRETENDING, BECOME VULNERABLE

"What happens when people open their hearts? They get better."

Haruki Murakami

Vulnerability is a huge driving force of connection.

When you are willing to become vulnerable... now think about your client relationships and how important they are to you, you then open yourself up emotionally, allowing for a greater level of trust and understanding.

When you're willing to share personal experiences, thoughts, and feelings this can strengthen the bond between you and your clients.

By becoming a bit vulnerable, you demonstrate a willingness to let your guard down a bit and show your true self, which can encourage reciprocity and openness from others.

What you then start to create is an environment where people, your clients, feel safe to express their fears, insecurities, and struggles, knowing that they will be met with empathy and support.

I believe this is about being brave and tender. It’s nearly impossible to connect without it.

We live for it in our personal lives so what prevents us from doing this in our professional lives?

Why have we turned vulnerability into a sales weakness?

Why do we 'pretend' to make the sale, then revert to what every other empty suit does well... abandonment?

Without vulnerability relationships struggle. Without vulnerability how will your client relationships flourish?

Embrace vulnerability in your sales career.

While vulnerability can be a powerful force in deepening connections, it is not the sole driving force. Vulnerability works together with other factors such as shared values, effective communication, and mutual respect.

This is about opening yourself up to become closer to your clients. It’s about giving without expectation or a hidden agenda. It's receiving with an open heart.

This my sales friends is Selling from the Heart!

STOP PRETENDING AND START DOING

With encouragement, become more comfortable with who you are and be yourself. Exposing the real you to the business community might be scary, but I promise you it's worth it.

Pretending to be someone you’re not, is exhausting and a complete waste of all the talents you have to offer.

Staying true to yourself is all about mastering how to live life authentically rather than faking or forcing it.

Stop letting others dictate how to lead your sales life

E.E. Cummings best said it,

"It takes courage to grow up and become who you really are."

It is better to be yourself imperfectly, then it is to pretend to be something you are not perfectly.

To grow your sales, you must grow yourself. To grow yourself, you must get to know yourself.

Stop pretending and start doing!

In this episode of Selling From the Heart, we are joined by Stacey Hanke, the author of two books, "Influence Redefined" and "Yes You Can! Everything You Need to Know from A to Z to Influence Others to Take Action." She is an expert in communication and influence, helping individuals enhance their influence and build trust through clear messaging and body language.

Stacey emphasizes the importance of going back to the basics in sales and communication. In a world filled with noise and distractions, it is crucial to focus on warmth, sincerity, and authenticity. Influence is about consistent body language and messaging, as well as the ability to move people to take action long after the interaction has occurred. Hanke encourages sales professionals to seek feedback and record themselves to increase self-awareness and improve their influence. By paying attention to how they show up and being consistent in their personal brand, sales professionals can stand out and build trust with their clients.

HIGHLIGHT QUOTES

What does Selling from the Heart Mean? - Stacey: “Selling from the heart is thinking like an athlete, that no matter how great you are, you know, there is always this journey of constant development.”

Discussion on the meaning of influence in sales - Stacey: “When I work with sales professionals, I keep telling them, you can't turn this on and turn it off. Right. It's the consistency of that. Body language and messaging, whether you're on the screen, whether you're in person or social media. That's one side of it. Darryl the other side is that you have this ability to move people to take action long after the interaction has occurred. I think there's one thing that the three of us have in common, and we have common with your followers, is influence doesn't necessarily happen in the first interaction, but it's a series of how people experience you that are consistent every time. That consistency, to me, is key, especially now more than ever, because I see my clients show up a certain way on Zoom, and then I'll meet them in person, and I'm thinking, okay, that's not the same. That's different.”

Connect with Stacey and check her work in the links below:

LinkedIn: https://www.linkedin.com/in/staceyhanke/

Website: https://staceyhankeinc.com/

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/book to preorder your copy of the rerelease of the Selling from the Heart book.

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Selling from the Heart

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