Blog, Prospecting and Seminar - Sales Pro Central

19 Benefits of Asking Questions

The Sales Heretic

JANUARY 28, 2020

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].

Benefit

Benefit Training Networking Objections

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

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. Forty under forty, power breakfasts, seminars. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine.

Networking

Networking Hiring Trade Show Social Media

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting

Prospecting Hiring Objections Sales

What Happened to Brand Ambassadors?

Zoominfo

SEPTEMBER 30, 2020

In a loyal customer, prospects can identify with someone just like them: a regular consumer who happens to be enjoying a product. This blog post from 2017 covers a then-upcoming seminar titled “Build a Better Brand Ambassador.” Then, things took a turn. The Fall of the Brand Ambassador.

Hiring

Hiring Loyalty Discount Social Media

11.5 Ways To Win Prospects And Contacts At A Networking Event.

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. ways to win prospects and contacts at a networking event: 1. Write the commitment made on the back of your card — the one that you give the prospect. Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Upcoming Seminars.

Networking

Networking Hiring Prospecting Social Media

Here’s Why Your Prospects Aren’t Buying From You…

MTD Sales Training

JANUARY 20, 2017

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. I mean, come on!

Prospecting

Prospecting Decision Maker Face-to-face Case Study

Why did the last five prospects say no? | Jeffrey Gitomer | Best Sales.

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. Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Hire Jeffrey.

Hiring

Hiring Prospecting Social Media Loyalty

Get Your “Foot in the Door” with this Sales Cold Email Template

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

Top of Funnel

Top of Funnel Scale Film Lead Generation

5 Successful Lead Generation Strategies

Zoominfo

JANUARY 15, 2021

Your digital content marketing strategy encompasses everything from producing high-quality lead magnets such as e-books, whitepapers, blogs, and optimized landing pages. To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey.

Paid Content

Paid Content Lead Generation Lead Rank Lead Scoring

Inbound Sales: How to Sell the Way Prospects Buy

Hubspot Sales

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Buyers don’t want to be prospected, demoed, or closed.

Inbound

Inbound Top of Funnel Outsourcing Services Hiring

Join Me in Raleigh, NC on March 8 & 9 | Jeffrey Gitomer | Sales.

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. Get Sales Blog Updates. Public Seminars – See Jeffrey Live!

Hiring

Hiring Social Media Hotels Loyalty

Get Your Foot in the Door with these Sales Cold Email Templates

Zoominfo

OCTOBER 15, 2019

Opening A Cold Email Template Ready to start a conversation with any sales prospect in your database or CRM? With the “foot in the door” method, you can reach any prospect — whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host. Books, courses, seminars, workshops, etc.?)

Scale

Scale Intent Face-to-face B2B

How to Use Your Company Car to Increase Sales Now

Smooth Sale

MARCH 13, 2024

Our collaborative blog offers insights on How to use your company car to increase sales now. _ Use it to hand-deliver products, samples, or personalized thank-you notes to clients and prospects. Networking on Wheels Your company car can also be your ticket to exclusive networking events, trade shows, and seminars.

Company

Company Hiring How To Social Media

18 Quotes About Podcasting for Business Professionals

Zoominfo

NOVEMBER 12, 2018

In today’s blog post we let the experts do the talking. Your podcast content should not be about you, but about solving your prospects’ problems.”. Podcasts extend the life of a seminar program by making it available to people who couldn’t attend in person. But, simply having a podcast offers little benefit to your business.

Scale

Scale Film Hiring Face-to-face

Selling Your Prospects On Their Dreams with the Magician Archetype

LeadIQ

OCTOBER 8, 2018

If you’ve been following our blog lately, we’ve been talking a ton about finding your voice for social selling. Today we’re going to talk about a prospect’s dreams. If you are selling to your prospects as a magician, you have to figure out how to tell them about their dreams and aspirations.

Prospecting

Prospecting Airlines Motivation Follow-up

3 Modern Techniques To Generate Fresh Leads

MTD Sales Training

MARCH 2, 2018

LinkedIn, Facebook for Business, Twitter and others all offer chances for you to enhance your business status in prospects’ eyes. You can write short blogs that can be placed on all your social media outlets. You can forward the recommendations you receive on LinkedIn to prospects to show them how trustworthy you are.

Lead Rank

Lead Rank Lead Scoring Leads Marketing Qualified Lead

What should a business lunch consist of? | Jeffrey Gitomer's Sales.

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Upcoming Seminars. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building GREAT food. Awesome idea.

Hiring

Hiring Social Media Referrals Loyalty

5 Must-Follow B2B Sales Influencers

Zoominfo

JUNE 12, 2019

From prospecting to nurturing, to closing a deal, Koka believes social can help reps to achieve their most vital sales goals. Mark has written two highly regarded books including, High-Profit Selling: Win the Sale Without Compromising on Price and High-Profit Prospecting.

Influencer

Influencer B2B Social Media Twitter

Strategic Sales Management and Leadership for Growth Seminar

Paul Cherry's Top Sales Techniques

MAY 18, 2010

→ Web Seminars. → Management Web Seminars. Prospecting (9). Search Blog. Blog Home < Strategic Sales Management and Leadership fo… Sales & Management Tips. Strategic Sales Management and Leadership for Growth Seminar. BLOG | Sales Store | Privacy | Site Map | Contact Us.

Sales Management

Sales Management Pharmaceuticals Distribution Sales Leadership

It's not about RESPONSE. It's about PREVENTION. | | Sales Training.

Jeffrey Gitomer

AUGUST 10, 2011

The prospect seemed to be in agreement, even excited at times. Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Upcoming Seminars. It’s not about RESPONSE. It’s about PREVENTION. Gitomer | August 10, 2011 | 1 Comment. Tweet Share You go through your ENTIRE one-hour, amazing sales presentation.

Hiring

Hiring Training Social Media Loyalty

How to Convert Leads Using Networking at Events

KLA Group

JUNE 15, 2021

By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career. No, at that time I was too busy hanging out near the potted plants. Trying to blend in with the leafy fronds. Occasionally […].

Networking

Networking Leads Marketing Qualified Lead How To

How Personal Information Leads To A Relationship (And To Sales.

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? Get Sales Blog Updates. Public Seminars – See Jeffrey Live!

Hiring

Hiring Lead Rank Lead Scoring Leads

The Four Key Elements to Successful Lead Generation

SBI Growth

OCTOBER 28, 2012

Consider signing-up for SBI's onsite seminar here to see how world class companies implement this and get our best practices guide. Are you able to track the online behavior of your prospects and leads? Are you able to scale personalized communications to your prospects and customers? Technology.

Lead Generation

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring

10 Inside Sales Ideas From Ken Krogue

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career. Increase Opportunities.

Inside Sales

Inside Sales Lead Rank InsideSales Lead Scoring

The Continued Problem with Most Sales Training

Increase Sales

MAY 20, 2016

Look at all the books on sales from sales leadership to fact finding to prospecting to sales referrals. seminars, even experts given most of them state the same facts? Buy a sales book or attend a sales seminar and you will become far more successful. The list is endless. My question is why so many books.

Training

Training Face-to-face Referrals Sales Leadership

Is Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

SBI Growth

OCTOBER 19, 2012

The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. Increased visualization of connection relationships to aid in prospecting. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day. Influencers.

Lead Generation

Lead Generation LinkedIn Sales Qualified Lead Lead Rank

Relationships and Referrals | Top Sales Trainer | Best Sales Trainer.

Jeffrey Gitomer

FEBRUARY 18, 2011

They go through the same old crapola, of prospect , the point, present, close, follow-up! Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Upcoming Seminars. The question is who values you and your knowledge? The answer is nobody. What do you mean nobody? Share this Post. Gitomer gets it! Categories.

Referrals

Referrals Hiring Social Media Loyalty

The Success Premium – Sales eXchange 172

The Pipeline

OCTOBER 29, 2012

Every day people make choices about how they want to experiences things, choices in restaurants, mode of transport, business class vs. economy, four start hotel vs. two star, Hugo Boss or Sears, prospect for new opportunities or make football pool selection. What was the last self improvement program, workshop or seminar they attended.

Hotels

Hotels Transportation Webinar Metrics Sales Cycle

Social Selling - The New Door Opener

SBI Growth

JANUARY 7, 2013

You should consider attending our upcoming seminar with Brian Frank, the CSO of LinkedIn. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Your prospects and customers are doing the same. Let’s assume you have a meeting with a big prospect. Their efforts will help, but aren’t a solution.

Social Selling

Social Selling Ideal Customer Profile Harvest Social Media

Use This Word For Word Phrase When Asking For Referrals

MTD Sales Training

AUGUST 24, 2017

An invitation to a breakfast or lunch seminar or webinar on an industry topic, research briefs, an article about a regulatory change or industry trend, etc. By providing value for your current client, you’ll find it easier for them to think of colleagues, suppliers, customers and prospects that would find your information useful and valuable.

Referrals

Referrals Ideal Customer Profile Small Business Small Business

Ever Heard Of The Straight Line Sales System By Jordan Belfort?

MTD Sales Training

FEBRUARY 20, 2014

the prospect would say yes to everything you say with no resistance or objections whatsoever. UPDATE – 29th May** I recently attended a seminar run by Jordan Belfort. MTD Sales Training | Sales Blog. The open would be at A and the close at point B in a straight line. But that’s never going to happen! Sean McPheat.

System

System Film Call-back Promotion

Here Are The Dumbest Questions Salespeople Ask ? And Why.

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

Hiring Social Media Loyalty Commission

Are Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

SBI Growth

OCTOBER 19, 2012

The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. Increased visualization of connection relationships to aid in prospecting. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.

Lead Generation

Lead Generation LinkedIn Sales Qualified Lead Lead Rank

?Help! I'm Slumping, And I Can't Get A Sale!? | Jeffrey Gitomer's.

Jeffrey Gitomer

MAY 9, 2011

When you have the pressure to sell, the prospect senses it, and backs off. Look for my next blog post. Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Upcoming Seminars. Then things get worse. You can’t seem to sell at all, and begin to panic. Relax, you’re better than that.

Hiring

Hiring Social Media Cancellation Loyalty

How to Convert Leads Using Networking at Events

KLA Group

JUNE 15, 2021

By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career. No, at that time I was too busy hanging out near the potted plants. Trying to blend in with the leafy fronds. Occasionally […].

Networking

Networking Leads Marketing Qualified Lead How To

Order Your Copy Of Social BOOM! Today | Jeffrey Gitomer's Sales.

Jeffrey Gitomer

MARCH 30, 2011

contains every aspect of social media, including the business periphery (blog, personal website, e-zine) that you need in order to create the real law of attraction. 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.

Social Media

Social Media Hiring Loyalty Media

Improved E-Mail Effectiveness by 400%

Score More Sales

JUNE 30, 2013

It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. My next 2 days are already booked with intro calls with qualified prospects. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging.

Lead Rank

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching

Make More Sales By Avoiding These Common Blunders | Jeffrey.

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. Get Sales Blog Updates. Public Seminars – See Jeffrey Live!

Hiring

Hiring Social Media Decision Maker Loyalty

Have You Heard Me Speak? If So, Write a Review For Me! | Jeffrey.

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! Get Sales Blog Updates. Public Seminars – See Jeffrey Live! Upcoming Seminars. Ron Cameron says: April 28, 2011 at 4:19 pm. Been in sales for over 35 years and have heard them all! Categories.

Hiring

Hiring Social Media Ideal Customer Profile Loyalty

“Zap” Your Way to Increased Productivity with A “Recipe” for Success

Fill the Funnel

SEPTEMBER 2, 2014

Present a PowerPoint deck to a prospective customer using your online meeting tool (GoToMeeting/Google Hangouts/ Skype). Check Twitter to review activity from your current prospects and customers. Share a tweet and/or update with a link to a new seminar that you/your company announced on their website today. You get the idea.

Skype

Skype CRM LinkedIn Ideal Customer Profile

A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works

SalesProInsider

APRIL 10, 2019

While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert. There are many ways of getting in front of more prospects for your business, which is what lead generation is. Lead Generation Simplified.

Lead Gen

Lead Gen Top of Funnel Lead Rank Lead Scoring

Intrigue Prospects with Perseverance and Fresh Ideas

Paul Cherry's Top Sales Techniques

MARCH 12, 2010

→ Web Seminars. → Management Web Seminars. Prospecting (9). Search Blog. Blog Home < Intrigue Prospects with Perseverance and Fres… Sales & Management Tips. Intrigue Prospects with Perseverance and Fresh Ideas. BLOG | Sales Store | Privacy | Site Map | Contact Us.

Prospecting

Prospecting Pharmaceuticals Distribution Sales Coaching

To Become A Master Salesperson, Master NON Selling Skills.

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

Selling Skills Hiring Social Media Lead Rank

Eight Personal Barriers to a Sale | Top Sales Trainer | Best Sales.

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. Sales blog says: April 21, 2011 at 7:16 pm. Get Sales Blog Updates. Public Seminars – See Jeffrey Live!

Hiring

Hiring Remedy Social Media Loyalty

19 Benefits of Asking Questions

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

Trending Sources

Increasing Sales in 2020 | Ask Your Prospects Better Questions

What Happened to Brand Ambassadors?

11.5 Ways To Win Prospects And Contacts At A Networking Event.

Here’s Why Your Prospects Aren’t Buying From You…

Why did the last five prospects say no? | Jeffrey Gitomer | Best Sales.

Get Your “Foot in the Door” with this Sales Cold Email Template

5 Successful Lead Generation Strategies

Inbound Sales: How to Sell the Way Prospects Buy

Join Me in Raleigh, NC on March 8 & 9 | Jeffrey Gitomer | Sales.

Get Your Foot in the Door with these Sales Cold Email Templates

How to Use Your Company Car to Increase Sales Now

18 Quotes About Podcasting for Business Professionals

Selling Your Prospects On Their Dreams with the Magician Archetype

3 Modern Techniques To Generate Fresh Leads

What should a business lunch consist of? | Jeffrey Gitomer's Sales.

5 Must-Follow B2B Sales Influencers

Strategic Sales Management and Leadership for Growth Seminar

It's not about RESPONSE. It's about PREVENTION. | | Sales Training.

How to Convert Leads Using Networking at Events

How Personal Information Leads To A Relationship (And To Sales.

The Four Key Elements to Successful Lead Generation

10 Inside Sales Ideas From Ken Krogue

The Continued Problem with Most Sales Training

Is Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

Relationships and Referrals | Top Sales Trainer | Best Sales Trainer.

The Success Premium – Sales eXchange 172

Social Selling - The New Door Opener

Use This Word For Word Phrase When Asking For Referrals

Ever Heard Of The Straight Line Sales System By Jordan Belfort?

Here Are The Dumbest Questions Salespeople Ask ? And Why.

Are Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

?Help! I'm Slumping, And I Can't Get A Sale!? | Jeffrey Gitomer's.

How to Convert Leads Using Networking at Events

Order Your Copy Of Social BOOM! Today | Jeffrey Gitomer's Sales.

Improved E-Mail Effectiveness by 400%

Make More Sales By Avoiding These Common Blunders | Jeffrey.

Have You Heard Me Speak? If So, Write a Review For Me! | Jeffrey.

“Zap” Your Way to Increased Productivity with A “Recipe” for Success

A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works

Intrigue Prospects with Perseverance and Fresh Ideas

To Become A Master Salesperson, Master NON Selling Skills.

Eight Personal Barriers to a Sale | Top Sales Trainer | Best Sales.

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