One of my all-time favorite NFL post-game tirades comes from Herman Edwards when he was with the New York Jets: “You play to win the game…hello?” If you have not had an opportunity to view this masterpiece of hilarity, check it out: Kidding aside, Herman Edwards makes relevant statements that hold true for not only...Read More
Let us state the obvious: As you read this, the clock ticks. Forty-six business days remain in Q4. That is, unless your company closes for more than one business day during the holiday season. In that case, we lied. Go ahead and start subtracting. Timing in prospective? Good. Now we have to ask: Where do...Read More
“Not interested. Please take me off your list.” Anyone in sales — especially on the business development side — would agree that this sounds pretty familiar. But how can your sales reps make it stop? To be a winner in business development, it takes more than a Bluetooth headset and a power dialer; it takes...Read More
Sometimes, “startup” describes teams in the type of laid-back environment where creativity trumps all. Slow productivity? Who cares? You’re on the verge of coming up with the next big thing. Here at LevelEleven, that’s certainly not the case. The fact that we’re a startup stretches us in ways most of us never knew we could...Read More
Potential customers occasionally point out that creating competitions to spike activity and change behavior is great, but what happens when the competition ends? The goal, of course, is for behavior change to sustain, and customers have told us as much. But it is a valid question. Have you ever tried to implement a change in...Read More
As salespeople, how often do we find ourselves wondering: Is this prospect worth my time? The problem is we fail to properly qualify a potential customer right off the bat. The lines are blurred because we haven’t asked the right questions. That being said, the key to not wasting our time chasing is all in...Read More
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