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The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

But today I want to discuss one of my most favorit topics – customer retention – because believe me, it is set to become the differentiator between success and failure for most commercial organizations. Isn’t it a shame that sometimes the customer, who you worked so hard to win, cancels the order during the initial stages because someone somewhere has let them down?

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Salespersons can make great managers, but only if they avoid the following all too common reasons as to why new sales managers fail at such high rates.

United Airlines Uses Customer Service This Way to Impact Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. Yes, they sold me, for a second straight time, that flying United is not a good experience, their people don''t care, putting their own needs first, ahead of their customers. Customer service has a very important selling role.

Hey Sales Managers: This Interview is for You!

Dave Stein's Blog

At dinner the evening before the event, I spent some quality time with Sharon Daniels, their CEO, as well as other members of the management team. For those of you who aren’t aware, Sharon participated in two panels hosted by ESR last fall: What Sales Management Needs to Know Today About Inside Sales and Cold Calling. Sales. sales organization.

5 Sales Training Tips for Sales Managers AND Salespeople | Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. The success you have in sales is dependent on your level of confidence. ” Sales Motivation Blog.

Stop Closing Sales and Start Providing Value, or Lose to Price | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer

Jeffrey Gitomer's Sales Blog

Tweet Are you trying to figure out some manipulative way of closing the sale or asking for the sale? Hers’s another question for you – Is it more powerful for you to ask for the sale or for the customer to ask, “When can we get started?” Or worse, are you wondering when the best time to close is? ” There are 9.5 key areas where value can be perceived. Learn them on this video: [link].

2013 -The FIVE Critical Challenges ….

Jonathan Farrington

There are so many solutions available today, which assist front-line sales professionals to accurately target potential clients/customers – not to mention resources like LinkedIn etc – it is incomprehensible to me that the majority of organizations are still flailing in the dark. Challenge Two: Sales Enablement. Challenge Three: Customer Retention.

Is Your Quota Set Too High? Sales Training | Leadership Training.

Jeffrey Gitomer's Sales Blog

Online Training. Tweet Share Most salespeople think that their quota is set too high, that their sales plan has been set at an unrealistic level. Get Sales Blog Updates. Customer Loyalty. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store.

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Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Top 5 Sales Motivation Tips. Here are what I see as the top 5 sales motivation tips you can do to motivate you and your team. To give equal time to the naysayers, I’m also including what I see are the 5 worst things you can do that destroy your sales motivation. Top 5 sales motivational tips: 1. Top 5 Sales Motivational Mistakes: 1.

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Facebook. -->. 5 of the BEST Sales Tips Ever. Recently I was talking to a group of college students regarding a sales career and they asked me what I thought were the best sales tips I’ve ever heard. It’s not what you say; It’s what your customer believes. Take the time to engage with the customer. customer.

Hire A Salesperson Based on Their Attitude Not Their Skill

The Sales Hunter

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. Too many sales managers think they can take shortcuts to making their number. Hire on attitude and train the skill. Reason is simple. I can’t train on attitude. ” Sales Motivation Blog.

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Major Accounts vs. Sales Prospecting: Where to Spend Your Time?

The Sales Hunter

” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.   Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers. ” Sales Motivation Blog.

The Sale Re-defined

Jeffrey Gitomer's Sales Blog

The key to mastering any kind of sales is switching statements about you – how great you are, and what you do – to statements about them. The post The Sale Re-defined appeared first on Jeffrey Gitomer’s Sales Blog. Tweet. Gitomer.

[Message to Management]: The Plea of a Struggling Sales Rep

No More Cold Calling

Are you coaching your sales team, or leaving them to fend for themselves? “ I’m not whining. You need to understand that I’m not just another number on your sales team. How about showing me a little leadership instead?” If you’re leading an underperforming sales team, your reps might not be speaking up, but I guarantee they’re thinking these thoughts. Train them.

What is Sales Leadership? | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. What is Sales Leadership? Share. I’ve always said that those who demonstrate leadership will succeed in their sales career. The phrase I use is “sales is leadership and leadership is sales.” ” Sales leadership is not being the top performing salesperson in terms of numbers or being #1 in your industry. customer.

Have You Noticed the Same Disastrous Change?

Sales and Management Blog

I grew up several decades ago during a time of social upheaval and change, a time when there was tremendous political and cultural tension, a time when there were riots and demonstrations and assassinations.  It was a time when one could have expected the long established social etiquette customs to break down just as the rest of society seemed to be breaking down. There was an expectation that service to the customer was paramount.  But especially on the retail side—and increasingly on the business side—customer service isn’t dying, it’s dead. 

Do We Set Our People Up For Failure?

Partners in Excellence

I’m pretty tough on sales people. But when you reflect, you have to consider the question, “Are so many sales people really that bad?”  Now before you think I’ve gone all soft on you, there are plenty of really bad sales people–people who don’t deserve to be sales people.  Sales management bears a central responsibility.

10.5 Attitude Buster Remedies | Sales Training | Leadership.

Jeffrey Gitomer's Sales Blog

Online Training. Make more sales. 3. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Sales.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. This requires a team – a single sales person cannot do it alone. Sales Management Support.  Among market leaders sales managers expect and support their salespeople to leverage all the personnel resources that are available.

[Message to Management]: 74 Percent of Salespeople Are Failing

No More Cold Calling

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. never expected to have a long, successful sales career. I was young, soft-spoken, shy, and very, very respectful of my elders. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. didn’t. What then?

What You Sell is NOT a Commodity! A Laxative for Pipeline Constipation

Keith Rosen

How often do you feel you lose a sale to your competition because of price or budget? What if your belief around your product is actually creating the very objections you hear, which are sabotaging your sales? Here’s an opportunity for you to reinvent and reconnect with your product and service in a new way. Break Through the Sales Myopia. hear this all the time.

Upcoming Webinar: Documenting the Quantitative Impact of Sales Training

Dave Stein's Blog

When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t have a performance measurement system in place. If other metrics are even mentioned, they are typically the size/trending of their pipeline, the number of sales calls per week, or the percentage of proposals they submit that result in a win. In most companies, the last bastion to institutionalize formal processes and comprehensive and accurate measurement is sales. Why is Sales Last When It Comes to Measurement? Sales Management Association.

Upcoming Webinar: Documenting the Quantitative Impact of Sales Training

Dave Stein's Blog

When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t have a performance measurement system in place. If other metrics are even mentioned, they are typically the size/trending of their pipeline, the number of sales calls per week, or the percentage of proposals they submit that result in a win. In most companies, the last bastion to institutionalize formal processes and comprehensive and accurate measurement is sales. Why is Sales Last When It Comes to Measurement? Sales Management Association.

Are You Burned Out or Just Hating It?

Jeffrey Gitomer's Sales Blog

Attitude Customer Loyalty General Sales Sales Management attitude training book on attitude customer service training Jeffrey gitomer sales skills success principlesTweet I just read an article about someone’s totally bogus opinion of “job burnout.” It made me realize some people actually are (or think they are) “burned out.”. Yikes!

How Are You Using The Power of First Impression? | Sales Training.

Jeffrey Gitomer's Sales Blog

Online Training. You probably believe you have the best product or service in the market – now tell me your business card is the BEST you have ever seen. They are looking to provide some value beyond their product or service to the customer. They are looking for something that will prove to the customer that they are superior to their competition. Sales.

Why SMART Goals in Sales and Life Fail

Increase Sales

Most sales professionals have sales goals and in many instances these are mandated to be SMART goals. Years ago when entering in some sales training and leadership training from Resource Associates Corporation , the curriculum included the SMART criteria.  Credit: Gratisography. Just as a fresher the acronym SMART stands for: Specific. Measurable. Attainable.

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Team selling – lone wolfs no longer reign supreme

Sales Training Connection

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. This requires a team – a single sales person cannot do it alone.

61 Awesome B2B Sales Jargon Busters

Klozers

If you are new to Business to Business Sales then sometimes the sales jargon, buzz words, phrases and acronyms Sales Professionals use can be quite confusing. Furthermore without any standard definitions these words and phrases continue to confuse and mislead Sales People. 15) Customers  the only reason selling is not the perfect job.

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Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

MTD Sales Training

In fact, you may think about increasing your budget in the area of Sales Support. Let the Sales Team Do It. While it seems to make sense to decrease or cut out support expenses for sales people, this often decreases sales. For every minute a sales person spends putting out fires or pointless admin, is a minute they are not closing a sale. What is the Cost?

The pizza philosophy. What toppings do you offer? | Sales Training.

Jeffrey Gitomer's Sales Blog

Online Training. Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales leadership , sales skills. Get Sales Blog Updates. Customer Loyalty. Sales. Sales Management.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

Now it is possible to differentiate by added value such as customer service.  However, with a lot of work even added value can be replicated by the competition.  In the end a common situation is – you’re in a market where the competition is equal, good enough or better than you if viewed strictly from a product and service perspective.  Get sales training in the game.

It's Time To Kill Social Media | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Internet platforms are very effective for generating business with both existing and new customers.  In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. sales.

Social Media Has Changed YOUR World

Jeffrey Gitomer's Sales Blog

Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. And in the same way, you can find customers and prospective customers – and they can find you. Tweet. Social media has changed the world. Let me clarify that statement.

My Podcast Rant on Bad Infographics false stats and so-called.

Social Media and Sales Strategy

We cover everything from customers service, the dangers of believing what you see on Infographics, and my response to Peter Shankmans comments on “ Why All Social Media Experts Need To Die in a Fire.” There are good and bad accountants, lawyers, authors, sales trainers, digital agencies and Apple “experts” out there. Speaking and Training. sales.

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer's Sales Blog

As a customer, or potential customer, I don’t really care about you unless you can do something of perceived value for me. Several years ago I created a list of customer promises for my seminar company, my book publishing company, and my online training company. The promises revolved around what would be done in favor of our customers. Come on! and loyalty.

4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Ways to Improve Sales in 2012. How will you improve sales in 2012? 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. Sales is about confidence. Too many sales are lost because the salesperson isn’t confident.

What Do You Coach? Top 14 Areas to Focus on When Coaching

Keith Rosen

Ideal Characteristics: The ideal qualities you have defined that encompass, for example, a sales leader or manager. And if you haven’t mapped out what those best practices and essential sales competencies are to be successful in that role, then what are you coaching to? 6. The Solution: This may not come as a chock to most managers. It’s affecting your sales.”

Knowing Versus Doing

Partners in Excellence

There were some interesting comments on my post, Focus On The Customer–Magic Happens! Whether we are looking at sales, marketing, customer service or any type of sustained levels of high performance, more often than not, it seems we know what we should be doing–yet we consistently fail to execute. Everyone “knows” what to do. Then do the next two. 

Sales Training System: Do You Have One? | Sales Motivation and.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Training System: Do You Have One? 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.

Go Beyond Social Selling

Igniting Sales Transformation

Comical, in a sad sort of way, because if you follow the #socialselling hashtag on Twitter, you will soon discover that the experts are pretty much just pitching to each other. I’m concerned about the hype… Sales leaders are dealing with serious issues. In 2011, estimates pegged the average tenure of a Sales VP as roughly 24 months. Is it the broadcast sales pitches?