Empathy (noun) – the ability to understand and share the feelings of another. Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. Think about it — when do sales occur? Sales happen when a prospect is facing business challenges and they believe...Read More
Attention spans may be shorter these days, but that’s not a valid reason why you can’t keep your prospects’ attention. The real problem? They don’t have the willingness to give you their time or energy. Simply put, you haven’t yet “caught” their attention. This doesn’t mean that it’s time to move on to other prospects...Read More
All salespeople are familiar with the phrases: “we’ll get back with you soon,” or “let me think about it.” And high prices are often the reason for prospects’ hesitation. According to Hubspot.com, almost six in ten buyers want to discuss pricing on the first call, and at least 50 percent of your prospects are not a...Read More
During my time at LevelEleven I have met and/or worked with hundreds of sales teams and I have seen many of the pitfalls they experience in their day-to-day work. With that in mind, I have consolidated these learning into 5 common sales pitfalls that I see salespeople make every day and some suggestions on how to...Read More
Over 1,000 people registered to learn about “the next generation of sales” at Sales Hacker’s first-ever Sales Stack 2015. The concept started as a Meetup around three years ago and then turned into a 2-day event that Sales Hacker’s Max Altschuler says, “isn’t your grandfather’s sales conference.” The event launched today with content that fit its next-generation theme. It all kicked off with...Read More
In the last nine months, I’ve made the journey from a floundering sales development representative (SDR) to a much more polished member of the team. Like a lot of you, I came straight out of college and into a role at a young and expanding company. It’s been fun, but also a serious learning experience....Read More
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