Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. c) Copyright 2012 Dave Kurlan

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Jeffrey Gitomer

MARCH 12, 2012

Every customer has objections. I’d like to personally invite you to join me for my upcoming Break Down Barriers To Make The Sale webinar on March 21st, 2012! Tweet Breaking down barriers to make a sale is part of every salesperson’s real-world. CLICK HERE TO SIGN UP FOR THE WEBINAR!

Webinar Metrics 167

Webinar Metrics Referrals Lead Rank Lead Scoring 167

Sales and Marketing Management

JULY 26, 2018

Selling skills still matter. The thinking is that AI will turn B-players into A-players, and A-players into unprecedented selling machines. But, according to data from CSO Insights and Buyer Zone, in 2012, 56 percent of all businesses used CRM and 63 percent of salespeople achieved quota.

Training 206

Training Penetration Government CRM 206

Jeffrey Gitomer

DECEMBER 28, 2011

Tweet Share Call me after the holidays is not an objection. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed: What tactic will you use this holiday season? Overcoming Objections. It’s worse.

Call-back 198

Call-back Hiring Social Media Loyalty 198

Jeffrey Gitomer

MARCH 3, 2012

Gitomer | March 4, 2012 | Leave a Comment. 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. Overcoming Objections. Categories.

Hiring 171

Hiring Social Media Hotels Loyalty 171

Jeffrey Gitomer

JANUARY 3, 2012

Gitomer | January 3, 2012 | Leave a Comment. Overcoming Objections. 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. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Click here. Share this Post.

Referrals 228

Referrals Hiring Social Media Loyalty 228

The Sales Hunter

NOVEMBER 8, 2012

When the salesperson offers a discount, what they’re admitting (although never publicly) is that their selling skills are not where they should be. Your objective is simple — close the sale at full-price. ” Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 262

Discount Customer Service Closing Selling Skills 262

Jeffrey Gitomer

DECEMBER 6, 2011

Between December 12th and 16th I am going to give 5 webinars that are going to rocket you into 2012 because it’s information you can use. Overcoming Objections. 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.

Webinar Metrics 191

Webinar Metrics Hiring Social Media Loyalty 191

Jeffrey Gitomer

FEBRUARY 14, 2012

Gitomer | February 14, 2012 | Leave a Comment. Overcoming Objections. 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. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Speak Your Mind Cancel reply.

Hiring 255

Hiring Social Media Loyalty Referrals 255

The Sales Hunter

NOVEMBER 25, 2011

You face objections each day just like they face tough defenses in every game. Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Jeffrey Gitomer

OCTOBER 19, 2011

Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills. Overcoming Objections. Speak Your Mind Cancel reply. Categories.

Networking 314

Networking Hiring Prospecting Social Media 314

Jeffrey Gitomer

FEBRUARY 9, 2012

Gitomer | February 9, 2012 | Leave a Comment. Overcoming Objections. 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. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? How Right Are You? Categories.

Hiring 182

Hiring Social Media Loyalty Cancellation 182

Jeffrey Gitomer

NOVEMBER 17, 2011

Overcoming Objections. 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. Speak Your Mind Cancel reply. Get Sales Blog Updates. Categories. Select Category. Customer Loyalty. Generating Referrals. Jeffrey Webinar.

Hiring 295

Hiring Social Media Loyalty Lead Rank 295

Jeffrey Gitomer

AUGUST 15, 2011

Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Overcoming Objections. Einar says: August 18, 2011 at 12:37 pm.

Remedy 334

Remedy Hiring Training Social Media 334

The Sales Hunter

JANUARY 25, 2012

Debunking the Myth of “Inside Sales” Jan 26, 2012. The entire objective of the follow-up is of course to help close the sale. Copyright 2012, Mark Hunter “The Sales Hunter.” Professional Selling Skills Training: Sales Calls and the Myth of Preparation. high profit selling. E-mail RSS.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

JANUARY 10, 2012

Jan 11, 2012. The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave. Your objective is to not cave to their request or even allow them to think they’ve thrown you off guard. Copyright 2012, Mark Hunter “The Sales Hunter.”

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. The below downloadable tool will give over 40 sales leadership skills to choose from. You have to pick the skills that work best for your organization.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Jeffrey Gitomer

FEBRUARY 27, 2011

Overcoming Objections. 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. Antoine Dupont says: February 28, 2011 at 5:57 pm. Even in Paris, France, Starbucks is doing great. Great post!! Get Sales Blog Updates. Categories.

Hiring 219

Hiring Social Media Loyalty Cancellation 219

Jeffrey Gitomer

MAY 5, 2011

Filed Under: Attitude , Overcoming Objections , Sales , Success Tagged With: attitude training , book on attitude , business social media , establishing trust , gitomer , Jeffrey gitomer , jefrrey gitomer , little black book of connections , overcoming objections , persuasion , sales attitude , sales leadership , selling skills , success principles.

Hiring 285

Hiring Social Media Loyalty Cancellation 285

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

JANUARY 10, 2012

Jan 10, 2012. It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. Archives Select Month March 2012.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

Jeffrey Gitomer

MAY 18, 2011

Overcoming Objections. 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. Darren says: May 18, 2011 at 7:39 pm. I’m reminded that you should be involved with your customers for the long-term. Get Sales Blog Updates.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

MARCH 22, 2011

Overcoming Objections. 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. Speak Your Mind Cancel reply. Get Sales Blog Updates. Categories. Select Category. Customer Loyalty. Generating Referrals. Jeffrey Webinar.

Hiring 244

Hiring Social Media Loyalty Cancellation 244

Jeffrey Gitomer

JULY 29, 2011

Filed Under: Attitude , Sales , Success Tagged With: attitude training , corporate sales training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales article , sales skills , selling skills. Overcoming Objections. Speak Your Mind Cancel reply. Get Sales Blog Updates.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

The Sales Hunter

FEBRUARY 14, 2012

Feb 14, 2012. The objective of the voicemail messages is for the prospect to see you as somebody different. Your objective is that over time, this will help open the door and at some point you will have the privilege to talk live with the person. Copyright 2012, Mark Hunter “The Sales Hunter.” selling skills.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Jeffrey Gitomer

JULY 26, 2011

Filed Under: Customer Loyalty , Generating Referrals , Sales , Success , Trust Tagged With: attitude training , corporate sales training , establishing trust , gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales , sales article , sales blog , sales skills , sales trainer , selling skills , success principles.

Hiring 260

Hiring Social Media Referrals Loyalty 260

The Sales Hunter

FEBRUARY 23, 2012

Feb 23, 2012. Leaders keep the focus of the organization on the true objectives and do not allow the energy of the organization to be spent elsewhere. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. February 2012.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

FEBRUARY 20, 2012

Feb 21, 2012. Your objective here is to get them to realize the quality you provide them and, in so doing, to get them to talk about it. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. Archives Select Month March 2012.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 22, 2011

You must find out what their expectations are and what their objections are. This is what the selling process is all about. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

Jeffrey Gitomer

FEBRUARY 6, 2012

Gitomer | February 6, 2012 | Leave a Comment. Overcoming Objections. 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. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Speak Your Mind Cancel reply.

Webinar Metrics 158

Webinar Metrics Hiring Closing Social Media 158

The Sales Hunter

FEBRUARY 28, 2012

Feb 28, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Training Tip #393: Your Body Language and the Customer’s Objection. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012.

System 160

System Motivation Training Hiring 160

Jeffrey Gitomer

FEBRUARY 21, 2011

Filed Under: Attitude , Customer Loyalty , Sales Tagged With: attitude training , book on attitude , customer loyalty training , customer service , customer service training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales attitude , sales blog , sales skills , selling skills.

Hiring 221

Hiring Social Media Loyalty How To 221

The Sales Hunter

FEBRUARY 7, 2012

Feb 07, 2012. Make sure everything on your site is professional and is something you would not object to your mother or children reading.). Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. Contact Mark. E-mail RSS. 3 Comments.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 24, 2012

Jan 24, 2012. Your objective is for the customer to see both tactically and strategically why they appreciate working with you. If you want to be part of high-profit selling, you would be wise to do what it takes to raise your price when it needs to be raised. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

Jeffrey Gitomer

MAY 3, 2011

Filed Under: Attitude , Customer Loyalty , Leadership , My Books Tagged With: book on attitude , business social media , corporate sales training , Jeffrey gitomer , jefrrey gitomer , selling skills. Overcoming Objections. There is no time like the present to change things up in 2012 to ensure its better than 2011!

Hiring 174

Hiring Social Media Loyalty Cancellation 174

Jeffrey Gitomer

JANUARY 24, 2012

Gitomer | January 24, 2012 | Leave a Comment. Overcoming Objections. 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. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Speak Your Mind Cancel reply.

Hiring 183

Hiring Social Media Energy Loyalty 183

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. An empirical, objective, numbers-based look at current performance and what’s left to achieve. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251