Why Empathy Is Your Most Powerful Sales Strategy w/ Art Fromm (E44)

Описание: This episode’s guest is someone I’ve wanted on the show for a long time — and trust me, it was worth the wait.I’m joined by Art Fromm: podcaster, author, facilitator, speaker, engineer-turned-sales-expert, and truly one of the most multidimensional leaders you’ll ever meet.

Art’s career spans engineering, software sales, sales leadership, and enablement — but what makes his journey so compelling is how he brings empathy and perspective-taking front and center into the world of sales. His Seamless Sales Method is built on one simple but powerful truth:

In this episode, we talk about:
-How an engineer learned to thrive in relationship-driven environments
-Why empathy is the hidden engine behind effective sales
-What discovery really means beyond asking surface-level questions
-The difference between transactional selling and building long-term relationships
-How perception — of value, of risk, of cost — drives every decision
-Why today’s subscription-driven world demands a deeper level of trust, alignment, and client understanding

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Connect with Art Fromm:
LinkedIn:   / artfromm  
Website: https://www.teamsalesdevelopment.com/


About Art:
Art Fromm is a podcast host, author, facilitator, and speaker whose career bridges engineering, software, sales, and sales leadership. As the founder of Team Sales Development, Art has been at the forefront of integrating empathy and emotional intelligence into modern selling through his SEAMless Sales Method — a framework built on deep discovery, authentic client engagement, and understanding the value–risk–cost circle.

His dynamic workshops help sales teams boost revenue, win rates, margins, and overall client satisfaction — with one client seeing a 22% increase in bookings and a 16-point jump in win rate. Grounded in real-world experience and over two decades of earned client trust, Art brings a results-driven, human-centered approach to every room he steps into.

Currently based in the Greater Pittsburgh region, Art and I first connected as fellow speakers at bLU Talks at Columbia University, where he also served as emcee. A single conversation revealed how aligned our paths truly are — rooted in empathy, leadership, and elevating human connection in business.

Timestamps:
02:14 - Adapting The Shift From Engineering To Leadership
05:14 - Empathy Rooted In Family
05:59 - Transition From Engineering To Sales Role
07:43 - Empathy In Doing Sales
12:37 - Empathy To Sell; From Cable To Streaming Services
16:29 - Perspective-Taking In Sales
19:29 - People Buy From People They Like
21:30 - Servant Leadership In Sales
26:33 - “Making SEAMless Sales” Book and Podcast
30:44 - Leadership Idol
34:28 - Outro

► About Dr. Robinson-Winemiller:
What do empathy and a treadmill have in common? Both need action to deliver results.

Quiet quitting. Resenteeism. Post-pandemic stress. AI. Modern leaders face challenges unimaginable in the past, and the pace of change is relentless.

The old command-and-control leadership style is obsolete. Leaders today must evolve or risk irrelevance. But leadership now goes beyond dashboards and spreadsheets—so, what’s the answer?

Melissa Robinson-Winemiller is the answer. With over 20 years of leadership experience, two doctorates (including one focused on empathy in leadership), an MBA, and multiple certifications in change management and DEI, she helps leaders achieve greater profits, retention, productivity, and innovation.

Her mission? To elevate leadership through the often-overlooked power of EQ and empathy. As a coach and consultant, Melissa draws on expertise, data-driven insights, and proven results to guide leaders through today’s complexities.

► Disclaimer:
This podcast is for informational and educational purposes only. It is not intended to provide professional, medical, or clinical advice, diagnosis, or treatment. Always seek the advice of a qualified professional or licensed provider with any specific and personal questions you may have regarding personal or professional concerns.