The Pipeline

APRIL 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Prospecting for Clients: Getting Referrals.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel. Client List. Testimonials.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Jeffrey Gitomer

JULY 26, 2011

Gitomer | July 26, 2011 | 2 Comments. New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Get your customer to bring a referral for you, and you bring a referral for your customer. Your customer may be reluctant to bring you a referral unless you bring one for him.

Hiring 260

Hiring Social Media Referrals Loyalty 260

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Jeffrey Gitomer

AUGUST 10, 2011

Gitomer | August 10, 2011 | 1 Comment. The prospect seemed to be in agreement, even excited at times. Nick Garcia says: August 11, 2011 at 3:22 pm. Generating Referrals. There is no time like the present to change things up in 2012 to ensure its better than 2011! Hire Jeffrey. Who is Jeffrey? You nailed it.

Hiring 297

Hiring Training Social Media Loyalty 297

Jeffrey Gitomer

APRIL 21, 2011

Gitomer | April 21, 2011 | 8 Comments. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Online Training. Hire Jeffrey.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Pipeline

JULY 4, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. July 4th, 2011. July 4th, 2011. July 4th, 2011.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

OCTOBER 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. February 2012.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

MAY 7, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 2011 Sales & Marketing Success Conference. Prospecting. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

Jeffrey Gitomer

JANUARY 10, 2012

Why did the last five prospects say no? Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth. Generating Referrals. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Hiring 219

Hiring Prospecting Social Media Loyalty 219

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Regardless of the market you sell to, take a moment and reflect on the number of people with whom you come in contact — sometimes just once, other times on a regular basis. prospecting. December 2011. November 2011. April 2011.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

Jeffrey Gitomer

MAY 18, 2011

Gitomer | May 18, 2011 | 3 Comments. Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Darren says: May 18, 2011 at 7:39 pm.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

AUGUST 23, 2011

Gitomer | August 23, 2011 | 3 Comments. “Easy for you, but I’m cold calling, I’m fighting competition, I’m in a tough market, you don’t understand.” They concentrate on the system and not the prospect. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Struggling.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Sales cycles that begin with an online referral are closing more rapidly. Marketing worries about the brand’s consistency. It is a risk mitigator, branding engine and market research mechanism. PR handles the messaging and reinsures the market.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Jeffrey Gitomer

DECEMBER 16, 2011

Gitomer | December 16, 2011 | 1 Comment. Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. Online Training.

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Pipeline

JANUARY 2, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Fire everyone in your pipeline that you thought definitely close by year end 2011. Prospecting. When Sales Met Marketing. February 2012.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

Jeffrey Gitomer

MAY 9, 2011

” Gitomer | May 9, 2011 | 2 Comments. When you have the pressure to sell, the prospect senses it, and backs off. Scott Sylvan Bell says: May 12, 2011 at 12:22 am. says: May 19, 2011 at 12:02 pm. [.] Generating Referrals. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? “Help! Categories.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Pipeline

APRIL 30, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Jonathan and Top Sales World have organized the biggest ever online conference, 2011 Sales & Marketing Success Conference. Prospecting.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

No More Cold Calling

JUNE 28, 2012

Referrals are the secret to B2B sales: Get the meeting at the level that counts. World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 But we all need new business, so the big question is: What are the top sales performers doing to find new prospects? InsideView , Sales & Marketing 2.0 conference.

Social Media 267

Social Media InsideView Cold Calling Customer 267

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. But, we can’t help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. Tito shares what those conversations with prospects look like.

How To 88

How To Decision Maker Retention Referrals 88

Jeffrey Gitomer

JUNE 14, 2011

Gitomer | June 14, 2011 | 2 Comments. Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. The more you attend, the more you get known, grow, and succeed in your market. Invite a prospect to dine. See Jeffrey Live!

Networking 325

Networking Hiring Trade Show Social Media 325

Jeffrey Gitomer

MARCH 30, 2011

Gitomer | March 30, 2011 | 2 Comments. When you create a connection, it’s an indicator that that prospect, or that customer, or that person wants to continue the online relationship, which may lead to real business. Mark Deutsch says: April 4, 2011 at 3:24 pm. Terese says: April 15, 2011 at 4:00 pm. Generating Referrals.

Social Media 158

Social Media Hiring Loyalty Media 158

SBI Growth

AUGUST 18, 2013

The ability to prospect. Marketing is tired of taking the blame. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. Selling in the Orange—Online Prospecting.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Jeffrey Gitomer

MARCH 16, 2011

Gitomer | March 16, 2011 | 6 Comments. Richard Dixon says: March 17, 2011 at 9:16 am. kthiruselvam says: March 20, 2011 at 12:38 am. Darren says: May 11, 2011 at 9:40 pm. kthiruselvam says: March 19, 2011 at 12:16 pm. kthiruselvam says: March 19, 2011 at 12:16 pm. Sales blog says: April 21, 2011 at 7:16 pm.

Hiring 226

Hiring Remedy Social Media Loyalty 226

Jeffrey Gitomer

OCTOBER 28, 2011

Gitomer | October 28, 2011 | 1 Comment. I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Ocha Nix says: October 29, 2011 at 8:41 pm. Generating Referrals. There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training.

Hiring 181

Hiring Social Media Loyalty Energy 181

Jeffrey Gitomer

DECEMBER 14, 2011

Gitomer | December 14, 2011 | Leave a Comment. Prospects must first believe in (and like) the messenger, or the message has no credibility. — Jeffrey Gitomer (@gitomer) December 13, 2011. — Jeffrey Gitomer (@gitomer) December 13, 2011. — Jeffrey Gitomer (@gitomer) December 13, 2011. Hire Jeffrey.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

Jeffrey Gitomer

APRIL 26, 2011

Gitomer | April 26, 2011 | 3 Comments. Ron Cameron says: April 28, 2011 at 4:19 pm. Neil Chadwick says: April 30, 2011 at 6:04 pm. Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! Tom Smith says: May 3, 2011 at 2:39 pm. Online Training.

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

Jeffrey Gitomer

FEBRUARY 14, 2011

Gitomer | February 14, 2011 | 2 Comments. Ash Mashhadi (@inspirationguy) says: February 14, 2011 at 5:27 pm. kthiruselvam says: March 19, 2011 at 12:53 pm. kthiruselvam says: March 19, 2011 at 12:53 pm. Generating Referrals. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Tweet Share. Share this Post. Categories.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

Jeffrey Gitomer

SEPTEMBER 7, 2011

Gitomer | September 7, 2011 | 2 Comments. Failing to realize that the prospective customer has heard the same pitch 20 times. John Lind says: September 7, 2011 at 4:47 pm. Luis London says: September 9, 2011 at 2:29 pm. Generating Referrals. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

JULY 12, 2011

Gitomer | July 12, 2011 | Leave a Comment. By attending the webinar you will learn how to deliver value first, give value without expectation, give it often and give it to your prospects and customers! Date and Times : July 20th, 2011 at 11 AM and 3 PM EST. To Register : Click here. Generating Referrals. Online Training.

Course 143

Course Hiring Webinar Metrics Social Media 143

Jeffrey Gitomer

MARCH 3, 2012

Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. Generating Referrals. REGISTER HERE NOW: [link]. Speak Your Mind Cancel reply.

Hiring 171

Hiring Social Media Hotels Loyalty 171

No More Cold Calling

MARCH 28, 2013

Collaboration is the word of this decade, according to a 2011 report from CSO Insights. We strategize about everything from prospecting, to marketing, to how to add more value to our clients. But if we don’t have cohesive teams with whom we can collaborate and bring ideas to fruition, why bother? Collaborating With Strangers?

Face-to-face 218

Face-to-face Engineering Google Study 218

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Jeffrey Gitomer

MARCH 7, 2012

Blaming the prospect for your issues. Why are you making a “sales presentation” without understanding why the prospect may want to buy? Trying to “type” the prospect. Trying to “mirror” the prospect. Generating Referrals. Talking about your personal life or prejudices.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

OCTOBER 14, 2011

Gitomer | October 14, 2011 | Leave a Comment. Get your prospect a sales lead. Give your prospect an idea how to serve his customers better. Give your prospect ten things he can do to improve his morale, productivity, absenteeism, or profit. Get your prospect some free publicity or media exposure. Online Training.

Hiring 164

Hiring Follow-up Social Media Loyalty 164

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. Baylor University.

Outsourcing Services 30

Outsourcing Services Cold Calling Call-back Networking 30