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Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Mar 28, 2018

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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