Jeffrey Gitomer

SEPTEMBER 23, 2011

Tweet Share Jeffrey, I have to make 50 cold calls a week.” ” “Because we’re trying to make new contacts and more new sales.” ” “Is there a better way to do that than cold calls?” ” The cold call is THE lowest percentage sales call. .”

Hiring 196

Hiring Cold Calling Social Media Training 196

Jeffrey Gitomer

DECEMBER 16, 2011

Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. (No How do I overcome objections? Sales Management.

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Sales Hunter

FEBRUARY 14, 2012

Cold-calling has never been more difficult. This has lead a lot of people to say cold-calling is dead — to which many salespeople say, “Good! This has lead a lot of people to say cold-calling is dead — to which many salespeople say, “Good!” cold calling.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

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). If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos.

Networking 314

Networking Hiring Prospecting Social Media 314

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Gong.io

AUGUST 22, 2018

“My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit. Your first (and most impactful) sales training should be on discovery. A few things….

Training 92

Training Cold Calling Webinar Metrics Objections 92

No More Cold Calling

APRIL 9, 2015

According to the Objective Management Group, 74 percent of sales reps are failing. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Why Sales Leaders Aren’t Leading One could argue that sales managers don’t know how to coach.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Cold calling.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Practical advice: Pair up less experienced sales reps with seasoned veterans for a period of shadow learning.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

The Sales Hunter

NOVEMBER 25, 2011

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. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? cold calling.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Nutshell

AUGUST 4, 2020

This is a fun sales podcast that’s sure to boost your selling skills. Your Sales MBA Podcast. Your Sales MBA Podcast is produced on a weekly basis by Jeff Hoffman and CeCe Aparo. Sales Insights Lab by Marc Wayshak. The Brutal Truth About Sales. Smart Calling Blog. XANT Sales Blog.

Resources 71

Resources Hiring Channels Cold Calling 71

Sales Hacker

NOVEMBER 22, 2017

It may not reflect immediately on top line figures, but their follow through moves the needle on other metrics — productivity, discovery of new tools or techniques, and sharpened selling skills — any one of which will eventually translate to higher performance and attained goals. Our sales process is broken.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Highspot

JULY 6, 2023

Sales Training Topics That Improve Sales Skills Successful salespeople need to have more than just charm. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

The Sales Hunter

FEBRUARY 20, 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. Cold Calling: The Spam of the Sales World. cold calling. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 29, 2011

Here are 4 things you can do right now to improve sales in 2012: 1. Take the time to contact each one of your existing customers with one objective — get referrals. If you had been shooting to make 20 calls per week, then go ahead and say your new objective is 25 or even 30. Get others selling for you.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Digital Sales Institute

SEPTEMBER 10, 2018

The sales process can be triggered by either the buyer or seller. For example, a buyer could phone or email into a company requesting further information on a product, or a seller could make a cold call to a buyer where the buyer expresses an interest to learn more.

Face-to-face 55

Face-to-face Cold Calling Selling Skills Buyer 55

The Sales Hunter

JANUARY 25, 2012

The entire objective of the follow-up is of course to help close the sale. Sales Training Tip #379: A Benefit? Sales Training Tip #374: RFPs — Win by Not Winning? Professional Selling Skills Training: Sales Calls and the Myth of Preparation. cold calling. phone sales tips.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

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. The customer will be far more truthful with you during the sales process phase than they will be during the negotiation phase. cold calling. high profit selling. phone sales tips.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

Jeffrey Gitomer

MARCH 15, 2011

Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Categories. Select Category. Customer Loyalty. Generating Referrals. Jeffrey Webinar. Leadership. Networking. Presenting. Social Media. Uncategorized. Jeffrey Recommends.

Facebook 144

Facebook Hiring Social Media Loyalty 144

The Sales Hunter

JANUARY 10, 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. Related posts: Bad Salespeople Make Cheap Customers: Sales Training Tip #408.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Acumen Management Group Ltd. Prepare questions.

Groups 186

Groups Call-back Sports Selling Skills 186

The Sales Hunter

JANUARY 10, 2012

It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. This does not mean all sales negotiations are going to be won. cold calling. high profit selling. phone sales tips. sales goals. sales manager.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

The Sales Hunter

FEBRUARY 28, 2012

Sales Training Tip #393: Your Body Language and the Customer’s Objection. 5 Sales Training Tips for Sales Managers AND Salespeople. Sales Training Activities That Don’t Work. Sales Training Tip #343: Do Your Words Match Your Body Language? cold calling. high profit selling.

System 160

System Motivation Training Hiring 160

The Digital Sales Institute

DECEMBER 10, 2018

However, within the hyper changing, social media influenced selling landscape, they are some critical sales skills to master (or develop) in order for any salesperson to exceed their targets and deliver a consistent level of sales performance. Sales Skills To Master for Great Salespeople….

Social Media 45

Social Media Selling Skills Lead Rank Lead Scoring 45

The Sales Hunter

DECEMBER 13, 2011

Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer. Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

Highspot

APRIL 14, 2023

The Importance of Building Sales Skills The sales landscape has dramatically shifted: 44% of B2B buyers said they don’t want to speak to a sales rep. This can seem daunting, but it’s clear that cold calling or sending targeted emails isn’t the most effective way to reach your target buyer.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

The Importance of Building Sales Skills The sales landscape has dramatically shifted: 44% of B2B buyers said they don’t want to speak to a sales rep. This can seem daunting, but it’s clear that cold calling or sending targeted emails isn’t the most effective way to reach your target buyer.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

DECEMBER 27, 2011

Want to know the best way to get your 2012 sales off to a great start? Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Your objective is to wish them the best and find out from them what they expect in 2012. cold calling.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

FEBRUARY 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. cold calling. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

DECEMBER 6, 2011

Lesson learned for sales: Customers can cancel appointments, change order dates and a number of other things. If you want to win in fantasy football and in sales, you have to be ready with the contingency plan if you want to make your objective. ” Sales Motivation Blog. Miami Heat and Sales Motivation Lessons.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

JANUARY 24, 2012

Until the customer has shared with you what they’re looking for and have provided to you what their objections are, then you’re wasting your time. This is a key part of the sales process. The earlier you can find out this type of information, the more likely you’ll be able to close a sale. cold calling.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

JANUARY 24, 2012

Your objective is for the customer to see both tactically and strategically why they appreciate working with you. cold calling. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

BrainShark

MAY 3, 2022

Brainshark, on the other hand, makes it easy for anyone to create training content in less than 10 minutes, without any advanced technical skills. For example, say that a specific objection has been coming up more and more over the last few months. Pricing objections and how to overcome them. How is your organization structured?

Training 71

Training Hiring How To Course 71

The Sales Hunter

NOVEMBER 15, 2011

Your objective is to not just beat these goals, but to nail them big time! cold calling. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 100

Channels Video Hubspot Face-to-face 100