Month

June 2015
I went into the first day of my first sales job expecting my work with potential customers to be tough, but like most sales newbies, I was ready to overcome objections. After day three, I found that my expectations didn’t line up with reality. The most overwhelming part was not interacting with customers, but using...
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Jeffrey Fox’s “How to Become a Rainmaker” is a legendary guide surrounding Fox’s rules for “getting and keeping customers and clients.” For anyone who hasn’t immersed themselves in Fox’s approach to becoming a sales leader, this is a must read. Despite the many changes sales has seen since the book was written in 2000, it’s...
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Picture your average college basketball player. He’s in the gym doing extra work, and while his intent is great, the maximum effort just isn’t there. A few minutes later his head coach strolls in. The player begins to work a little harder, focus a little more and increase his overall efforts. He wants to impress...
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A sales person is social by nature. It’s their job to be good at developing relationships. But today being a social seller is more intricate than simply being able to hold good conversation. Social selling is about being connected. It’s about seeing things from both a seller’s and a buyer’s perspective. It’s about your ability...
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By now you know that conversations are essential to your sales team’s performance. (If you don’t know this, go back and read this post.) Conversations — which we at LevelEleven define as calls with prospects or customers where we learn something that helps us advance the relationship — are controllable, measurable and vital. Last time...
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I’ve spoken with hundreds of sales leaders over the last few years, and have come to spot a trend: There are sales leaders that do things the old way – it’s hard to describe exactly, but you can just feel it. Selling and management is mostly about industry relationships, big Rolodex’s of contacts, and the...
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