Jeffrey Gitomer

JANUARY 10, 2012

Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. 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. Ocha Nix says: January 14, 2012 at 1:06 am.

Hiring 219

Hiring Prospecting Social Media Loyalty 219

The Sales Hunter

MARCH 27, 2012

To be successful at sales prospecting, you have to have a plan. Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. ” This means 6 messages per month to your targeted prospects. Get focused.

Prospecting 171

Prospecting Face-to-face Social Media Follow-up 171

The Sales Hunter

MARCH 13, 2012

Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! Here are 3 things you must know about successful prospecting: 1. If you can’t prospect, you can’t sell. Not all prospects are created equal.

Prospecting 201

Prospecting Guarantee Face-to-face Banking 201

Increase Sales

JULY 8, 2013

Locating qualified candidates with those critical workforce skills still is the number one challenge (33%) being faced by small business owners to C Suite executive. of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. And isn’t that a great first step?

Social Media 128

Social Media Media Prospecting LinkedIn 128

Selling Essentials RapidLearning Center

JUNE 29, 2023

But research does show there are behaviors and gestures that play a role in whether a new prospect considers you to be trustworthy. The researchers set up 43 pairs of strangers and videotaped them talking face-to-face for five minutes. Most sales professionals have heard anecdotal talk about body language and what it signals.

Study 52

Study Face-to-face Video Research 52

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. Your Buyers Are Getting More Comfortable Buying Without a Face to Face Meeting. The storm clouds have passed. Europe has stabilized (for now).

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. They are listed in no particular order, each with it’s own unique gifts of insight and wisdom to share.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Pipeline

JANUARY 11, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives? Here’s another tip: December 15th, 2011 : Make 2012 Your Best Year Ever: 50 Business Tips in 50 Minutes. Ken@AcumenMgmt.com.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You can’t do your job without knowing something about your prospect or a scouting report. You always face obstacles with the little things that get in the way or the fans who can annoy you. prospecting. Client List. Testimonials.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. If you do have to negotiate over the telephone, use pauses and your tone of voice in the same manner as you would in a face-to-face negotiation. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources. Sales Articles.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Pointclear

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

SBI Growth

NOVEMBER 23, 2012

There were three problems he faced that lengthened his sales cycle times: Spends too much time educating Buyers on the basics. Technical product fact sheets and manuals your prospects don’t care about. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This is the Problem. Well, it’s true.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. They connect, and then they pitch their product or service.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. My goal is to always keep the face-to-face meetings short. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Score More Sales

APRIL 3, 2012

“Prospective Customers Don’t Always Know What They Need” For a long time, I used a contour bed pillow and thought it was great. Prospects and clients are like this, aren’t they? Sales Lessons and Pillow Talk originally appeared on Score More Sales on April 3, 2012. I couldn’t fluff it. It seemed fine.

Lead Rank 190

Lead Rank Lead Scoring Face-to-face Outbound 190

Sales Training Connection

OCTOBER 21, 2014

As reported in a strategy+business article – in 2012, 70% of consumers surveyed by Nielsen indicated that they trusted online reviews—which represented an increase of 15% in four years. The salesperson isn’t the only one introducing prospects to your products and services. So what does this mean for B2B sales reps?

Face-to-face 92

Face-to-face Customer B2C Consumer 92

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. December 2011. November 2011.

Pipeline 226

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

Understanding the Sales Force

JULY 26, 2012

I have a tremendous amount of respect for Arturo and the courage he has demonstrated to once again face the world. He didn't make the call and the prospect didn't call him either. During the height of the violence in Mexico, Arturo was kidnapped and held, bound and gagged, at gun point. I was amazed at what I heard.

Follow-up 243

Follow-up Face-to-face Sales Cycle Up-Sell 243

SBI Growth

AUGUST 29, 2013

Moral of the True Story: People are looking for you online whether you know it or not.Those people might be customers, prospects, business acquaintances or potential employers. In 2012 the trend was 62%. This statement covers B2B, B2C and B2G. The question is, are you evolving and keeping pace with your buyers? How are buyers changing?

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Showpad

AUGUST 31, 2021

At Showpad, we have a specific year in mind: 2012. In 2012, FaceTime was added as a feature for all cellular iOS devices, and suddenly we were living in a world full of instant, effortless video communication. Months of negotiations can be finalized in a matter of minutes, and an hour-long meeting can lead to years of partnership.

Video 52

Video Customer Distribution Face-to-face 52

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 24, 2012. If you constantly have to have an external carrot dangling in front of your face or you have to have your manager standing over you on a daily basis to get you out selling, then sales is not the profession for you. Client List.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

SBI

MARCH 1, 2021

StorySlab helps sales reps maintain the real-time, personal nature of a face-to-face conversation even when they’re remote. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . That has all been upended now.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Score More Sales

MAY 8, 2012

They seek to take what we believe is ours – namely our prospective customers. They seek to take what we believe is ours – namely our prospective customers. Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

Score More Sales

MAY 8, 2012

They seek to take what we believe is ours – namely our prospective customers. They seek to take what we believe is ours – namely our prospective customers. Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 23, 2012. Do you walk the factory floor and talk to the quality assurance inspector about the challenges she may be facing? Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. FREE Resources.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Pointclear

APRIL 10, 2012

I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. Moving to cut costs, companies are using video conferencing to reduce the number of face-to-face sales encounters.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

The Sales Hunter

DECEMBER 1, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Having a couple of other salespeople allows you to have professional experts in whom you can confide and share issues you might be facing. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. E-mail RSS.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. prospecting. Archives Select Month March 2012. February 2012. January 2012.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Pipeline

FEBRUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. After all, if the VP can get by with training that does not change sales behaviour, than why can a rep take a similar view, “you wanted five face to face visits, you got five”; KPI met, sale or not. December 2011. November 2011.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Sales Hunter

MAY 17, 2012

Prospects are smart. The fact that prospects can find out nearly anything they want means this strategy of trying to shock the person on the other end of phone into taking action is simply no longer effective. Ask yourself, “Do my sales strategies still hold up in the face of how extensively the internet is used today?”

Face-to-face 182

Face-to-face Motivation Sales Strategy 182

Understanding the Sales Force

JULY 20, 2012

I wrote an article about this around 4 years ago and believe it's a much better approach to utilizing people inside the prospect's organization. Major Accounts - As usual, this article is based on research of big company sales forces, selling to other big companies, and has little to do with what most sales forces look like or face.

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

SalesforLife

MAY 13, 2019

From 2004-2012, Sales for Life was focused almost exclusively on sales recruiting. From 2004-2012, Sales for Life was focused almost exclusively on sales recruiting. The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change?

Policies 73

Policies ACT Hiring Face-to-face 73

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 15, 2012. You have won a lot of the battle that many salespeople face daily — they don’t believe in their price and they are even suspicious of profit. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

MARCH 10, 2012

Your objective is not to challenge their thinking by being in their face. This is a very effective technique you can use not only when a call stalls out, but also to verify if a prospect is really a sales prospect or merely a sales suspect. Copyright 2012, Mark Hunter “The Sales Hunter.”

Closing 200

Closing Face-to-face Benefit Follow-up 200

SBI Growth

OCTOBER 9, 2012

If you’re falling short of your 2012 number, you have three options: 1) Keep doing what you’ve been doing. Knowing which opportunities are the priorities will help you split time accordingly among the most important prospects. 2) Change your approach in hopes of still saving your year. 3) Focus your attentions on kick starting 2013.

How To 244

How To Top of Funnel Funnel Face-to-face 244