Our guest this week is, Larry Levine. Larry went from the old-school copier sales industry to helping salespeople everywhere develop new-school business development strategies as co-founder of The Social Sales Academy.
Larry coaches sales reps to leverage social to build out their credibility, prospect for new business opportunities and to protect their current account base. In 2009 Larry started incorporating LinkedIn and social into his sales process. Using the LinkedIn platform and techniques he perfected, Larry closed over $1,300,000 in new business in 2014. Now, Larry coaches sales reps to leverage brand building via LinkedIn while integrating into their sales process to maximize their success.
In this fascinating episode we discuss his background, where he learned to be a great sales rep and how he transitioned from order taker to sales helper.
On today’s podcast…
4:00 – How do you maintain energy and differentiate in a slow to change industry?
9:00 – Larry’s sales philosophies and non-negotiables
13:40 – Why do tenured reps find it so hard to define “hunter” vs. “farmer”?
17:57 – What motivates Larry everyday and where he learned to be a great sales rep
24:50 – Larry calls BS on sales buzzwords and the “great relationships” most salespeople think they have with their clients
42:00 – Larry’s second why: the relationship funnel
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