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

JANUARY 9, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Stage Fright: Don’t Let It Kill Your Presentation. Jan 09, 2012. Whether it is your first presentation, or number 100, almost everyone suffers from some level of stage fright or performance anxiety. Client List. Testimonials.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

APRIL 20, 2012

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers? Obviously, I don’t recommend being blunt and asking the prospect right away if they’re cheap.

Prospecting 217

Prospecting Customer Hiring Discount 217

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Presentation. Prospecting. October 2011.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

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. Pitch Anything – An Innovative Method for Presenting, Persuading and Winning the Deal.

Social Media 134

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

The Pipeline

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Presentation. Prospecting. December 2011.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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

Anthony Cole Training

SEPTEMBER 10, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). 9 Sales Solution - Presenting - 10 Critical Components. Successful selling isnt about presenting. Motivational (8). Motivational Speaker (6).

Hiring 120

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 120

Sales Hacker

DECEMBER 29, 2022

Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem. 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?

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Fill the Funnel

SEPTEMBER 25, 2012

Do you want to spice up your presentations? PowToon is a brand new Do-It-Yourself animated presentation tool that can jazz up your tired old presentations. factor to product demos, business presentations, social media clips and more. Decide whether you want a Presentation or a Video style message.

Social Media 122

Social Media Video Distribution Top of Funnel 122

Jeffrey Gitomer

AUGUST 10, 2011

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. The prospect seemed to be in agreement, even excited at times. Presenting. 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.

Hiring 297

Hiring Training Social Media Loyalty 297

Sales and Marketing Management

JULY 24, 2012

Issue Date: 2012-07-25. Teaser: Getting the maximum out of any presentation involves truly connecting with a client or prospect. Getting the maximum out of any presentation involves truly connecting with a client or prospect. Author: Jon Gornstein. read more

Software 196

Software Software Sales Prospecting 196

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? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. Ken@AcumenMgmt.com. How to leverage the power of social media networks. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

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. Presenting. Who is Jeffrey?

Hiring 171

Hiring Social Media Hotels Loyalty 171

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! Presentation. Prospecting. December 2011.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance. The most common part left out of any presentation is the close. prospecting. prospecting.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Score More Sales

FEBRUARY 12, 2013

I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. Moderator for this webinar is Ralf VonSosen, Head of Sales for LinkedIn, and my co-presenters are Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. Are you ready?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. Much easier to show value to a customer than to a prospect. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

JULY 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. A couple of weeks ago I was presenting at an Apple expo here in Toronto, there were two tracks, one for the public, the other for Apple resellers, my crowd. in addition to presentations there were a number of vendors. April 2011.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

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.”. What processes they’re using today.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

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? Where’s the engagement in your presentation? Trying to “type” the prospect. Presenting.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

SBI

DECEMBER 11, 2012

Why not hit January 1 in full sprint with these ‘must-have’ tools, along with the valuable ‘tool’ insights presented by our panel of experts. There are tools for you to: Find prospects from within your social circles. Tools range in price from low-budget to high-budget so there will be tools for everyone. I’ve seen the list of 31.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Presentation. Prospecting.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Presenting. 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.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Understanding the Sales Force

NOVEMBER 29, 2012

In a sales call, no matter how slowly it may be going or how difficult a prospective client may be, I have the patience of a saint. Instead though, in much the same way that I rush to get to my next meeting, they rush to the presentation or demo. To make matters worse, your prospects want your salespeople to present and conduct demos.

Travel 191

Travel Consultative Selling Proposal Exact 191

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. Are you satisfied with your present…? Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

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. Webcams, webinars, and self-directed presentations have narrowed the distance between vendor and prospect. One presentation was virtual.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

The Pipeline

AUGUST 22, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Second, and more fatal, is what “value” to present. Presentation.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Understanding the Sales Force

JULY 30, 2012

Translated for selling: "The pessimist complains about the prospect. Most salespeople are good at talking and presenting - they are full of air - but 74% of them are ineffective when it comes to listening and asking good questions. c) Copyright 2012 Dave Kurlan The optimist expects him to buy. How about your sales force? (c)

Decision Maker 245

Decision Maker Proposal Sales Cycle Exact 245

The Sales Hunter

SEPTEMBER 4, 2012

The methodologies Mike presents when it comes to prospecting is excellent. Early in the book he presents a list he calls “Not so Sweet 16.” ” This is a list of 16 reasons why salespeople fail at prospecting. Better yet are the suggestions he shares on how to succeed at prospecting.

Motivation 188

Motivation System Sales Prospecting 188

Understanding the Sales Force

AUGUST 2, 2012

If the salesperson says that their solution is only $5,000 per person, the prospect immediately views this as an expense - and a costly one at that. It's not about prices, presentations or building value; it's about putting prices in the context of what those prices will buy. c) Copyright 2012 Dave Kurlan

Comparison 251

Comparison Closing Retention Examples 251

SBI

DECEMBER 15, 2020

Showing discomfort can lead to our prospects ignoring our meeting requests. Prospects expect us to know a lot—likely more than anyone can be expected to know offhand. Choose technology that’s present during the conversation to automatically capture data and sync to CRM. Conversations are much more fluid than presentations.

Conversion 127

Conversion Sales Cycle Energy Tools 127