The Sales Hunter

JULY 12, 2013

Know that whatever you talk about and what you do while in the company of the salesperson is going to be repeated to others on the sales team immediately after you leave the salesperson. The sales manager is anxious to hear how the sales call went. Send a follow-up note to the customer and copy the salesperson.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

NOVEMBER 18, 2011

If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. Ask yourself — “Do ALL of my customers do the same thing? customer service.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Jeffrey Gitomer

FEBRUARY 22, 2012

Every employee in every company needs a foundation of attitude in order to create a successful work environment, successful relationships with their customers, and ultimately a successful business and life. Customer Loyalty. Sales Management. Sales Videos. Gitomer | February 22, 2012 | Leave a Comment.

Webinar Metrics 187

Webinar Metrics Hiring Social Media Loyalty 187

No More Cold Calling

APRIL 9, 2015

Thanks for helping out another team member, thanks for asking insightful questions, thanks for scoring a meeting with a prime prospect, thanks for representing our company well, and thanks for bringing in a new deal. If you keep ignoring me, I’ll keep underperforming until you fire me or I move on to a new company.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Do you love your company? Do you love your customers? Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Gitomer | July 29, 2011 | Leave a Comment. Do you love what you do? Categories.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

Miller Heiman Group

AUGUST 1, 2019

When bringing more clients to the top of the funnel becomes harder, maintaining and growing current customers relationships is a sales management best practice and a key to recession readiness. Investing in a strong customer experience strategy now is crucial as more than 70% of revenues come from existing customers.

Top of Funnel 63

Top of Funnel Customer Loyalty Customer Service 63

Jeffrey Gitomer

MAY 18, 2011

You can get this information from lots of places: secretaries, brochures, annual reports, and employees of the company (especially other salespeople). Customer Loyalty. Sales Management. Sales Videos. You have to gather it subtly, slowly. A little at a time as the relationship grows. Take notes constantly.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

The Sales Hunter

NOVEMBER 14, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Focus on growing key customers. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call?

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

JANUARY 14, 2012

I start this by saying that you must believe in the price you are offering for your product or service. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. sales goals.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

Jeffrey Gitomer

OCTOBER 13, 2011

Jeffrey Gitomer What was your sales ‘win’ for the week? Jeffrey Gitomer As the leader of your company, I wonder if you command respect, demand respect, or earn respect? Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. I’d love to read about it. Leadership.

Facebook 150

Facebook Conversion Hiring Social Media 150

Jeffrey Gitomer

SEPTEMBER 9, 2011

Every company (yours included) needs to change the way they look at training their people. Most companies have training programs all about how to do a job and circumstances regarding the business (your business). Total company involvement. I am willing to bet that your company could stand an injection of “positive.”

Hotels 175

Hotels Training Hiring Social Media 175

The Sales Hunter

FEBRUARY 17, 2012

They Could Be Called B2P Sales! Companies don’t buy anything. This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. customer service. high profit selling. phone sales tips.

Motivation 172

Motivation B2B Decision Maker Hiring 172

Jeffrey Gitomer

OCTOBER 17, 2011

Note: By submitting your information, you also agree to receive Jeffrey Gitomer’s Sales Caffeine. Filed Under: Customer Loyalty , My Books , Sales , Sales Management Tagged With: book on attitude , gitomer , Jeffrey gitomer , sales article , sales attitude , sales books , selling skills , selling value.

Hiring 170

Hiring Social Media Loyalty Cancellation 170

The Sales Hunter

NOVEMBER 11, 2011

Sales Motivation: There Is No Substitute for Solid Integrity. As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. And, of course, I at one time was in the world of sales as a salesperson and manager. customer service.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

DECEMBER 27, 2011

That approach won’t do anything, though, to increase your sales. Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. Ignore customers and the numerous requests they make. customer service.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 10, 2011

” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” ” No matter what you sell, it exists because it benefits people some how.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

DECEMBER 12, 2011

When I started DEEB Realty in 1993 after more than 10 years in the real estate business, I decided to build a real estate company that would specialize in treating agents better than they were treated by competitors in my industry. Yes, even a company that was owned by Warren Buffett was not immune to our wrath. How did we do it?

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

JANUARY 17, 2012

Companies are rarely able to look at everything they need to look at. customer service. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Jeffrey Gitomer

MARCH 15, 2011

The key word is “social” and yes, companies need to be neighborly again! Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Antoine Dupont says: March 16, 2011 at 1:53 pm. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar.

Facebook 144

Facebook Hiring Social Media Loyalty 144

The Sales Hunter

FEBRUARY 28, 2012

Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Creating perceived value is centered on understanding the needs of customers and the benefits they want. customer service.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

DECEMBER 13, 2011

For many companies, the ability to delay a price increase is no longer an option. One of the biggest challenges is to then ensure the sales force believes 100% in the increase. This includes not just the salespeople on the street, but also sales management and everyone else. customer service. sales goals.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Highspot

JULY 6, 2023

Sellers will also better understand customer needs and apply technology like CRM to streamline processes when fully equipped. Sales Training Topics That Improve Sales Skills Successful salespeople need to have more than just charm. Social selling: Potential customers expect information wherever they are working.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

The Sales Hunter

NOVEMBER 26, 2011

The reason for this is because the holidays in nearly any company creates a shift in thinking and, more importantly, how time is used. Yes, there are some companies where the holidays are the busiest time of the year and prospecting is not an option, but for most B2B companies, the holidays represent a slowdown in business.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Jeffrey Gitomer

SEPTEMBER 7, 2011

Getting into sales for the money. If you don’t love what you do, you will never achieve the goals that you’ve set for yourself, let alone the arbitrary ones your company sets for you (also known as quotas). If you’re in sales for the money, get out now and become a lawyer, or worse, a politician. Sales Videos.

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

MARCH 16, 2011

. • The customer doesn’t like, trust or have confidence in your product. • The customer doesn’t like, trust or have confidence in your company. • The customer has had a previous bad experience with your product or your company. • I recommend that you list the last five sales you lost. GET CLOSER.

Hiring 226

Hiring Remedy Social Media Loyalty 226

The Sales Hunter

FEBRUARY 20, 2012

When you contact each of your customers this time, you focus on thanking them for their business and asking them about how your company’s level of customer service has been. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service. sales goals.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Sales Management Training Programs. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Highspot

APRIL 14, 2023

A lot of learning programs also fail because there’s no way to reinforce the knowledge sales reps need to retain on the job. Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. Make it easy to understand.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

A lot of learning programs also fail because there’s no way to reinforce the knowledge sales reps need to retain on the job. Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. Make it easy to understand.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

JANUARY 20, 2012

It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. customer service.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

FEBRUARY 24, 2012

Sure, there is a possibility that you just aren’t matched to the right product, but I’m guessing your attitude is more reflective of a general approach to selling. If you are in a sales position right now and you don’t trust your company, its product or its pricing, you should take a break and stop being a salesperson.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 28, 2012

Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. For some reason, they either believe sales training is the responsibility of the company they work for or they’re so good they don’t need it. customer service.

System 160

System Motivation Training Hiring 160

Jeffrey Gitomer

AUGUST 17, 2011

” Or they think, “This is what my company gave me, and I’ll just wait until they give me something else,” and drop the thought, even though it would make an incredible impact on their first impression and their credibility. Customer Loyalty. Sales Management. Sales Videos. Select Category.

Hiring 294

Hiring Training Social Media Loyalty 294

The Sales Hunter

FEBRUARY 27, 2012

If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? If a prospect is not willing to share with you some sort of proprietary or personal information about themselves or their company, then they’re not serious about working with you.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 10, 2012

Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. customer service.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 6, 2011

More sales are lost because the salesperson either failed to show or failed to follow-through. It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact. If you were looking for a silver bullet sales technique, sorry you probably didn’t find it here. customer service.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Zoominfo

SEPTEMBER 30, 2018

From the founder of “The Brutal Truth About Sales & Selling” and “Sales Questions, Brutally Honest Answers” podcast, this show is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. Host: Sam Jacobs Episode Length: 35-45 minutes Listen to The Sales Hacker Podcast.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 100