Jeffrey Gitomer

DECEMBER 28, 2011

It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. Stalls are twice as bad as objections. Overcoming Objections. For all requests and questions, including reprint permission, please call 704/333-1112 or email us.

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Call-back Hiring Social Media Loyalty 198

Mr. Inside Sales

SEPTEMBER 23, 2022

If it’s not perfect selling skills, then help them upgrade those skills today! Need More Proven Responses to the Selling Situations You Face Every Day? If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Hubspot Sales

JULY 22, 2018

Selling Skills. Below are the 10 essential selling skills you need to succeed in sales today -- all extracted from the study's findings. These selling skills are what buyers indicated were the top factors that separated sales winners from runners up. This ties back to the “Always be helping” mentality.

Selling Skills 143

Selling Skills Lead Rank Inbound Case Study 143

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Want to Prevent Objections?

Objections 108

Objections How To Face-to-face Call-back 108

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%. Both said no.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Mr. Inside Sales

MAY 22, 2021

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. Need More Proven Responses to the Selling Situations You Face Every Day? And a lot more! Get Access Today.

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Face-to-face Gatekeeper Licensing Decision Maker 178

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. Respect the time frames they are giving you—and then schedule a call “just to check in” at the time they suggest.

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Face-to-face Call-back Objections Gatekeeper 157

Mr. Inside Sales

AUGUST 28, 2017

Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. Many sales teams, and sales reps, are practicing poor selling techniques over and over again. Practicing poor selling skills has another danger as well.

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Call-back Face-to-face Selling Skills Objections 124

The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

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Customer Cold Calling Customer Service Consultative Selling 269

Partners in Excellence

SEPTEMBER 27, 2022

That we stop our mindless, unconscious execution of selling tasks. That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more. We make 1000s of sales calls, we sit in 100s of meetings… why are you wasting our time?” It can be a telephone call.

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Meeting Call-back Face-to-face Maximizer 115

The Sales Hunter

FEBRUARY 7, 2014

My trips were all scheduled around sales call and client update meetings, as well as a board meeting and a networking breakfast. Sandwiched in between these meetings and flights were a number of scheduled conference calls. Irony of the cancelled flights is yes stuff got pushed back, rearranged, etc., Things do come up.

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Cancellation Leads Marketing Qualified Lead Call-back 196

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold. We never know who or when the person the senior person knows may encounter the buyer to whom you sell.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. It’s as if objections trigger them into slow motion. Very Matrix.

Objections 48

Objections Call-back Sales Cycle Competition 48

SBI Growth

AUGUST 27, 2013

Training typically involves selling skills or negotiation methods. Major interactions are best prepared for with a call plan. Simple call plans help prepare and keep the interaction focused on the objectives wanted. There are many times we ‘forget’ to accomplish all objectives on a sales call.

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Closing Pipeline Call-back Buyer 306

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Don’t hold back. Reach out and call them. The result is it’s profit you’ll never get back in the short-term and long-term.

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Consultative Selling Call-back Discount Selling Skills 246

Steven Rosen

JUNE 11, 2012

New Selling Skills Training: Let’s say you source and deliver the “best” selling skills training program. There is little value to investing in selling skills training, CRM systems and expensive computer hardware, if you don’t have star sales managers in place. I say NOT!

Sales Management 290

Sales Management Hiring Selling Skills Coaching 290

Jeffrey Gitomer

OCTOBER 8, 2018

Selling is knowledge combined with experience. The knowledge you gain about your product, your selling skills, and your attitude. Someone will say none, someone else wrote a book called hardball selling – it comes with a bat. The hidden objection. It's a science, remember? Trial and error. The tire kicker.

Customer 224

Customer Face-to-face Guidelines Buyer 224

The Sales Hunter

FEBRUARY 18, 2014

When you handle objections, do you run and hide or do you address them straight on? Take a step back and think through each element of your sales presentation and ask yourself, “Does everything reflect and demonstrate confidence? Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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Cold Calling Motivation Discount Selling Skills 229

Jeffrey Gitomer

OCTOBER 19, 2011

It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). Categorize them on the back of their card as soon as you get it. (A. Write it on the back of their card as soon as you finish the conversation.). Overcoming Objections. Tweet Share Networking is fun.

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Networking Hiring Prospecting Social Media 314

Gong.io

MARCH 19, 2020

Remember: they’re always one tab-switch away from going back to email. . seconds before responding to an objection. Calling for a quick check-in? With everyone’s very packed calendars, a shorter meeting with a delayed start will offer prospects a chance to freshen up and grab a coffee before your call.

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Inside Sales Field Sales Quota Call-back 153

Highspot

JANUARY 4, 2024

Yet, neglecting it might be what’s holding your team back. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Gong.io

JUNE 25, 2021

.” Our product gives sales leaders data-backed insights into their sales team. By analyzing millions of sales interactions captured by Gong’s Revenue Intelligence Platform across web-conferencing, phone calls, and emails. Then back those claims with strong ROI. I was hoping you’d call! Try it on your next cold call.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Allego

NOVEMBER 10, 2022

Fifteen years ago, companies would cut back everything. Sales organizations have to invest in tech, he said, because virtual selling is on the rise. And reps are using automation tools to do role-playing, perfect messaging, improve virtual selling skills, and have personalized conversations and interactions with buyers, he said.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Gong.io

MAY 12, 2019

And a massive YES to specific sales tactics backed by data. Because the Gong Labs research team used AI to analyze more than 5 million sales calls and pinpoint the words and phrases that close deals. Let’s move from a cold call through to a closed deal. That’s true whether you meet them in person or on a cold call.

Cold Calling 107

Cold Calling Call-back Objections Buyer 107

Gong.io

AUGUST 4, 2021

7 seconds is all you get on a cold call. That’s why I put together these 6 cold calling examples. Disclaimer: These examples rely 100% on hard data on hundreds of thousands of successful cold calls and 0% on opinions, it’s what you need to actually stand a chance of hitting quota. is what’s called a “pattern interrupt.”.

Cold Calling 71

Cold Calling Examples Call-back Follow-up 71

Tom Hopkins

MAY 27, 2014

Nothing is more frustrating than not hearing back from a prospect or client. You’ve sent your information, delivered your presentation, been given a day/time to call back and, and…nothing. And despite all your phone calls, emails, etc., your prospect just won’t get back with you. What can you do?

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Guarantee Social Media Inside Sales Call-back 84

Allego

DECEMBER 21, 2022

The reality is virtual selling involves much more than conducting Zoom meetings. It calls for taking a holistic approach to the buying process and applying virtual tactics to each step for maximum impact. And that takes skill and practice. Everyone thinks they know what it requires. Prepare for the Meeting.

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Strategy Collateral Case Study Video 62

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? These skills are important, in fact they are table stakes for all professional sales people. Look beyond these and start learning the skills critical to your success.

Buyer 72

Buyer Selling Skills Territories Sales Enablement 72

Understanding the Sales Force

OCTOBER 30, 2012

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%. Urgency (OMG calls it Closing Urgency and Caliper says it's Urgency.

Lead Rank 238

Lead Rank Lead Scoring Hiring Sales Qualified Lead 238

Mindtickle

JUNE 28, 2021

Not only should sales coaching be personalized to each rep, but it should also be backed by data. . It can be especially difficult to call out areas for improvement when you don’t have the specifics to back it up. This will gauge their overall confidence in selling your solution. . Why coaching conversations must change.

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Coaching Data Sales Coaching Conversion 95

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. Sales Call Best Practices. Communication Skills. You face objections each day just like they face tough defenses in every game. You have bad sales calls you have to bounce back from quickly, just as they have bad games from which they have to bounce back. cold calling.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. ” “How will you open the call?”

Groups 186

Groups Call-back Sports Selling Skills 186

Salesmate

AUGUST 18, 2020

It will not only help in enhancing your skills but also rewire your thinking to get a fresh approach towards sales. They covered almost everything from cold calling to sales forecasting and even provided helpful tips to handle prospects and close more deals. Sales podcast 2 – Sales Gravy. Host: Jeb Blount. Host: Donald C.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

Gong.io

SEPTEMBER 26, 2022

Start by setting objectives for each rep, but be clear here. This is a guide that details best practices for various situations — how to prospect, how to overcome objections, when to follow up, etc. Have you implemented new strategies or discovered better ways to handle objections? Keep sales pitches to 9 minutes.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Hubspot Sales

MAY 21, 2018

Much thought leadership is dedicated to the art of selling: pitching, presenting, closing, building trust, developing a relationship, and a myriad of other skills. That’s when active selling skills get put on ice and reps have to flex their follow-up email or phone call muscles instead. After a Voicemail.

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Follow-up Call-back Trade Show Up-Sell 110

Sales Hacker

FEBRUARY 17, 2021

A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from Chorus.ai Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.

Energy 121

Energy Up-Sell Call-back Case Study 121

SBI Growth

MARCH 29, 2013

When you give, others are more inclined to give back. This Social Selling skill works with your customers and prospects. Making time for a sales call takes away from an already limited schedule. They can help you overcome Buyer objections and close the sale. Incentive Structure. Give this Value to the Buyer.

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B2B Incentives Incentive Commission 293