The Second Meeting - by Lee Levitt (Paperback)

About the Book

A leadership fable for VP Sales. Alex Mercer's pipeline looks healthy, but her deals aren't closing. What changes when a leader stops measuring activity and starts coaching her reps for the presence buyers respond to?

Book Synopsis

Seven months in, Alex Mercer's pipeline looks healthy. Activity is high. And the deals still aren't closing.

She's been measuring the usual things - calls, meetings, stage progression. She's starting to wonder if they're the right things.

Most VP Sales know something has changed in how buyers buy. JOLT explains what to do about it. The Second Meeting asks the harder question: who do you have to be to lead through it?

What changes when a leader stops measuring activity - and starts coaching her reps for presence? Sitting with the buyer. Listening without an agenda. Responding to what actually matters, instead of running the next play.

The Second Meeting is a leadership fable about creating the space for the authentic, trusting relationships that help buyers get where they're trying to go.

Who this book is for

Written for VP Sales, VP RevOps, and Heads of Enablement who sense the old metrics aren't telling the whole story. If Buyer First and Selling from the Heart live on your shelf, this belongs beside them - a story you'll read in an evening and put to work for years.

Review Quotes

"I was captivated from the beginning and eager to see how it ends. Lee captures the small shifts in beliefs, behaviors, and outcomes that create the magical transformation of a buyer-first conversation - and the impact it can have on a person, a relationship, and a business." - Carole Mahoney, author of Buyer First

"Lee Levitt does an excellent job of revealing the true source of sales success - the customer's decision-process. By writing a fable rather than a narrative, readers can experience and learn from actual customer interactions." - Jeff Lipsius, author of Selling to the Point

"The Second Meeting offers a refreshing and much-needed reminder that sustainable revenue growth begins with trust. It aligns perfectly with what it means to sell and serve from the heart, by showing leaders how authentic conversations create stronger client relationships and better business outcomes. This is a valuable resource for any sales organization committed to leading with heart and earning long-term loyalty." - Larry Levine, author of Selling from the Heart