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...Read More
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...Read More
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...Read More
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...Read More
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...Read More
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...Read More
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