Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Jeffrey Gitomer

AUGUST 10, 2011

The prospect seemed to be in agreement, even excited at times. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. It’s not about RESPONSE. It’s about PREVENTION. Gitomer | August 10, 2011 | 1 Comment.

Hiring 297

Hiring Training Social Media Loyalty 297

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5

Hiring 260

Hiring Social Media Referrals Loyalty 260

Understanding the Sales Force

NOVEMBER 7, 2012

Your prospects may stop listening to you too if you slam your competitor! Decades ago, when people photocopied a document, it was referred to as Xeroxing (after copier pioneer, Xerox). c) Copyright 2012 Dave Kurlan Was Obama discredited by his attacks? Probably not. Steve: "Oh, not too good.". Sales Manager: "What happened?".

Health Care 220

Health Care Campaigns Fashion ACT 220

SBI Growth

FEBRUARY 3, 2013

This post describes the Social Seller's strategy to grow their prospect list through LinkedIn. They simply repackage a dead document with new technology. have held director-level or above positions (source: LinkedIn Ad Platform, 2012). Are they connected to potential prospects? How Social Sellers Succeed with LinkedIn.

LinkedIn 335

LinkedIn Pipeline Decision Maker Ideal Customer Profile 335

Jeffrey Gitomer

MARCH 7, 2012

Gitomer | March 7, 2012 | Leave a Comment. 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. Online Training. See Jeffrey Live!

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

MAY 18, 2011

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? Return to top of page Copyright © 2012 All Rights Reserved.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

FEBRUARY 18, 2011

They go through the same old crapola, of prospect , the point, present, close, follow-up! There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. The question is who values you and your knowledge? The answer is nobody.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. It gives you the chance to show your prospect some of the qualities they’d experience if they were to work with you.

Buyer 196

Buyer B2B Call-back Decision Maker 196

DiscoverOrg Sales

MARCH 31, 2016

Evaluating the expansion of enterprise document management with OpenText including the integration with Maximo, Microsoft SharePoint & Prolog applications, the implementation of City Attorney workflow & record retention, and the deployment of a viewer to include GIS and engineering file formatting.

Microsoft 120

Microsoft Government Health Care SAP 120

Jeffrey Gitomer

JUNE 14, 2011

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. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her.

Networking 325

Networking Hiring Trade Show Social Media 325

Jeffrey Gitomer

APRIL 21, 2011

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. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

MAY 9, 2011

When you have the pressure to sell, the prospect senses it, and backs off. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Then things get worse. You can’t seem to sell at all, and begin to panic. Raleigh, NC.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Increase Sales

SEPTEMBER 7, 2012

The word customer or prospect are often used and why not change the focus to buyer or potential buyer? Apple, it appears through a recently leaked document , uses the DISC assessment within its overall sales training. Details to be posted by September 12, 2012. People buy from people. Share on Facebook.

Small Business 147

Small Business Small Business Training Decision Maker 147

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Why on earth would you try to sell your prospect, when all they want to do is buy? There is no time like the present to change things up in 2012 to ensure its better than 2011! Hire Jeffrey to speak at your next corporate event.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Score More Sales

JANUARY 17, 2013

One classic report is the “Hot Prospects Report” – or any other name you’d call it which a rep turns in each month, quite often, showing what exactly they will focus some of their time on. I continue to work with Postwire because they give me a curation platform for training clients, and for educating prospects in a visual and simple manner.

Tools 230

Tools Hiring Report Face-to-face 230

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. April 2011.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Jeffrey Gitomer

MARCH 30, 2011

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. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved.

Social Media 158

Social Media Hiring Loyalty Media 158

Jeffrey Gitomer

APRIL 26, 2011

Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Tom Smith says: May 3, 2011 at 2:39 pm.

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

Jeffrey Gitomer

DECEMBER 14, 2011

Prospects must first believe in (and like) the messenger, or the message has no credibility. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. JGBootcamp. — Jeffrey Gitomer (@gitomer) December 13, 2011. Raleigh, NC.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

Jeffrey Gitomer

FEBRUARY 14, 2011

Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Tough is it not?

Hiring 155

Hiring Social Media Loyalty Cancellation 155

Jeffrey Gitomer

JULY 12, 2011

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! There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Raleigh, NC.

Course 143

Course Hiring Webinar Metrics Social Media 143

Jeffrey Gitomer

OCTOBER 28, 2011

I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Why would I waste that energy on having lunch with co-workers? Raleigh, NC.

Hiring 181

Hiring Social Media Loyalty Energy 181

Anthony Cole Training

OCTOBER 7, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I was recently going through a document for our business planning that I wrote in 2003. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Motivational (8). Motivational Speaker (6).

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Prospecting.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

SBI

FEBRUARY 26, 2013

And if you attended Apple’s April 2012 earning’s conference, you would’ve heard Apple’s CEO, Tim Cook, say that 94% of the Fortune 500 are testing or deploying the iPad. Think too, about what happens when your prospect asks, “Can you just leave me some materials?” And you can also send the document to them through email.

Collateral 115

Collateral Revelation Trends CRM 115

Jeffrey Gitomer

MARCH 16, 2011

What about choice of wrong target customers (prospects) who cannot afford; has no need for product/service and also the possibility that he never understood all that was said, besides his inability (powerless) to decide. There is no time like the present to change things up in 2012 to ensure its better than 2011! A good possible eight.

Hiring 226

Hiring Remedy Social Media Loyalty 226

Jeffrey Gitomer

SEPTEMBER 7, 2011

Failing to realize that the prospective customer has heard the same pitch 20 times. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. ” WOW! Trying to sell instead of getting people to buy. Latest Gitomer Tweets.

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

OCTOBER 14, 2011

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. Return to top of page Copyright © 2012 All Rights Reserved.

Hiring 164

Hiring Social Media Follow-up Loyalty 164

Anthony Cole Training

AUGUST 17, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). What is it that this prospective client really needs? Make them make their pitch using one piece of paper, and if they are really good, a flip chart in the office of the prospect. Motivational (8).

Hiring 137

Hiring Ideal Customer Profile Webinar Metrics Up-Sell 137

The Pipeline

SEPTEMBER 19, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The second would be around getting rid of the C’s, which should go according to a policy of documentation. Prospecting. 3 R’s of Prospecting Success. Your email address will not be shared. December 2011.

ROI 243

ROI Pipeline Training Twitter 243

Smooth Sale

NOVEMBER 30, 2018

According to CSO Insights, sales enablement investment is up 55% from 2012, and yet in that same time quota attainment declined from 63% to 55%. The intelligence sharing platform focuses on the art of persuasion – actual selling, when the seller is engaged with a prospect. It takes experience and human intelligence to deliver results.

Outsourcing Services 60

Outsourcing Services Engineering Field Sales Enterprise 60

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. They list their needs in RFP documents that are hundreds of pages in length.   Overall, 2012 was a feast or famine year for many salespeople.

Study 146

Study B2B Penetration Lead Rank 146

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Environment documented. Decision-making process and timeframe documented. Budget allocated or process for budgeting documented.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Mindtickle

MARCH 15, 2018

Quota attainment continually decreasing : It’s been shown that the percentage of sales reps hitting their quotas have decreased year after year since 2012 and is now 53%. Reps are only spending a fraction of their time selling : It’s been documented that sales reps are actually only spending 37% of their time on revenue-generating activities.

Training 52

Training Company Hiring Webinar Metrics 52

Mindtickle

MARCH 15, 2018

Quota attainment continually decreasing : It’s been shown that the percentage of sales reps hitting their quotas have decreased year after year since 2012 and is now 53%. Reps are only spending a fraction of their time selling : It’s been documented that sales reps are actually only spending 37% of their time on revenue-generating activities.

Training 52

Training Company Hiring Webinar Metrics 52