Jeffrey Gitomer

AUGUST 10, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 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. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, “Sounds great.

Hiring 297

Hiring Training Social Media Loyalty 297

The Pipeline

AUGUST 12, 2011

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

No More Cold Calling

AUGUST 11, 2011

Hint: It’s never too soon, it’s always too late. When should I ask for referrals? A common question from salespeople, but more of a concern that reflects the discomfort many of us feel when we ask for referrals. We don’t want to appear pushy, or salesy, or arrogant, so we push asking for referrals further and further out in our sales process. Many think we should wait until we sign a deal, others think when the client implements, and yet others feel they can’t ask until they client sees an ROI o

Referrals 234

Referrals Cold Calling ROI Follow-up 234

Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Jeffrey Gitomer

AUGUST 9, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Science of Compromise. Gitomer | August 9, 2011 | Leave a Comment. Tweet Share I used to watch my father negotiate. He was a master at getting his way. After the deal was done, he would remind me, “Son, never offer anything you wouldn’t be glad to accept yourself,” I thought that was a pretty good strategy.

Training 170

Training Hiring Social Media Loyalty 170

Anthony Cole Training

AUGUST 9, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

MTD Sales Training

AUGUST 12, 2011

Setting appointments and closing sales over the telephone is not easy as numerous obstacles stand in the path of success: elusive decision makers, gatekeeper screens , fierce competition, privacy concerns, cold calling laws, and the lack of control you have over the telephone. However, the most deadly obstacle to achieving success on the telephone is the underlying fear of using the telephone that causes sales people a host of problems.

Cold Calling 120

Cold Calling Telemarketing Gatekeeper Decision Maker 120

Increase Sales

AUGUST 9, 2011

An old proverb goes: Fools rush in where Angels fear to tread. With only 2% of all sales being closed or earned during that first meeting, have you ever consider you may be a fool rushing in, tripping over yourself just to increase sales? In LinkedIn, Michael Pedone asked this question from his blog: What is the objective of a first time sales call?

Sports 142

Sports Social Media Facebook LinkedIn 142

The Pipeline

AUGUST 8, 2011

Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Fill the Funnel

AUGUST 10, 2011

Consistency is a value-add that your customers count on. Surprises can be exciting but not usually when the delivery of your product or service is involved. This is amplified if you have multiple points of delivery from either your employees, your distributors or even geographically. As a stereotypical Seattle resident, I have developed quite an affinity for Starbucks coffee, specifically a triple venti, four pump white mocha with whip.

Travel 106

Travel Top of Funnel Funnel Course 106

MTD Sales Training

AUGUST 12, 2011

Just after the invention of the telephone, sales people took to the streets around the world selling this marvelous new invention. It would seem that to sell a telephone to people who have never seen or used a telephone before, would be easy. Yet, many sales people had problems closing door-to-door sales for this new and advanced product. However, one sales person consistently outsold everyone.

Transportation 120

Transportation Exact Training Closing 120

Increase Sales

AUGUST 6, 2011

There is a lot of wimpy in sales and business today. Let’s see where do I start? Wimpy Handshakes – Don’t you love those handshakes that feel like wimpy, wet noodles? Wimpy Business Cards – Those are the cards received at those meet and greet business networking events that have not been updated in the last few years and have missing information or worse yet wrong information that is crossed out.

How To 130

How To Networking Cold Calling Follow-up 130

Sales Training Connection

AUGUST 12, 2011

Winning Complex Sales. There are performance fundamentals required for winning the complex sale, ranging from core performance skills like: asking questions and active listening – to competencies like: identifying and qualifying leads. . In this post we examine why the fundamentals are more important than ever and put a spotlight on three high payoff areas that warrant increased emphasis. .

Hiring 70

Hiring Health Care Sports Sales Qualified Lead 70

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Fill the Funnel

AUGUST 8, 2011

Most Valuable? Real estate pros have a saying that the three most important features that determine the value of a piece of real estate are location, location and location. Are you taking advantage of your most valuable real estate? Statistics, extrapolations and counting by Radicati Group from April 2010 estimate the number of emails sent per day (in 2010) to be around 294 billion. 294 billion messages per day means more than 2.8 million emails are sent every second and some 90 trillion emails

Real Estate 94

Real Estate Microsoft Promotion LinkedIn 94

SBI

AUGUST 12, 2011

In the history of the world, no one ever purchased anything without first seeing the value. So job number one is to show how your product has value. But value isn’t a strong enough motivator by itself. Perceiving a value is just the beginning. I can see why a diamond ring has value. But that doesn’t mean I want one. The reason I don’t want a diamond ring could be: I value other things more.

Solutions Selling 69

Solutions Selling Software Software Up-Sell 69

Increase Sales

AUGUST 12, 2011

Several years ago I heard all about the importance of building your on line email marketing lists. These were your goldmine as to how to increase sales. So crazy busy small business owners to sales professionals continue to collect business cards and enter them into their auto-responder lists. However, many have forgotten this one important step: Ask Permission.

Email Marketing 120

Email Marketing GoldMine Marketing Small Business 120

BrainShark

AUGUST 12, 2011

Here is the August 2011 newsletter that was just sent out last night and this morning. This month, learn about our customer referral program and our brand new Presentation Revolution Tour.

Referrals 62

Referrals Customer 62

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

The ROI Guy

AUGUST 9, 2011

Although macro-economic conditions remain challenging, or perhaps because of it, nearly 1/3 rd of private companies are investing more in Information Technology (IT) to reduce costs to maintain bottom-line earnings and ignite growth. According to PwC's Private Company Trendsetter Barometer, 233 CEOs/CFOs surveyed indicate plans to increase IT spending 19%, from 5.6% of their total budgets in 2010 to 6.6% over the next 12 months.

Enterprise 72

Enterprise Enterprise Social Media Proposal 72

Sales Training Connection

AUGUST 10, 2011

Winning Complex Sales. A complex sale is not just a big little sale. It is qualitatively different. The buying process is more complex, the sales cycle is longer, and the consequences of winning and losing are more significant. . Correspondingly, the performance requirement is broader and deeper. Today, successfully navigating the buying process in a complex sale requires account executives to know more and know it at a higher level of proficiency than ever before. .

Lead Qualification 67

Lead Qualification Sales Qualified Lead Face-to-face Construction 67

Increase Sales

AUGUST 10, 2011

“Sign, sign, everywhere a sign. Blocking up the scenery, breaking my mind. Do this, don’t do that, can’t you read the sign?” Over 20 years ago,the Five Man Electrical Band played this song written by Les Emmerson. In today’s volatile business world, I can hear those lyrics on an almost weekly basis. How many times do sales people rush the sale and end up being foolish because they failed to read the signs?

Coaching 102

Coaching Vendor Facebook Sales Coaching 102

BrainShark

AUGUST 8, 2011

Now that another Shark Week has passed us by, we Brainsharks wanted to take a moment to pause and reflect on the mind-blowing experience.

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62

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Your Sales Management Guru

AUGUST 8, 2011

Sales Leadership: Improving your Won/Lost Results. Last week I was speaking to a group of executives about improving their Business Planning process by increasing their consideration of: strategic issues, market dynamics and resource/employee development. One of the other elements in effective business planning is holding a formal quarterly review process where the management team evaluates the quality of business execution and the operations, marketing and sales scorecards.

Sales Leadership 58

Sales Leadership Top of Funnel Proposal Face-to-face 58

The Science and Art of Selling

AUGUST 8, 2011

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Objections 57

Objections 57

Sales Gravy

AUGUST 12, 2011

When you truly know how to help your targeted audience solve some of their toughest challenges and offer tips and advice freely, (give more than you take) and do this on a regular basis, your reputation as an industry expert will grow.

Competition 40

Competition How To Industry 40

BrainShark

AUGUST 12, 2011

If social media is becoming (or already is) a large component of your marketing strategy, it’s important to approach it holistically. I’m a big believer in the idea that a strong and actionable social presence can only be achieved through a company-wide effort.

Social Media 48

Social Media Media Training Strategy 48

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

The Brooks Group

AUGUST 10, 2011

Last May, my good friend and fellow sales trainer here at The Brooks Group, Tony Smith , wrote that Cold Calling 2.0 was really about making “warm calls.” But I’m going to take it a step further and say that… Cold Calling Is Stupid. Here’s why. Prospecting is the lifeblood of your sales career. Finding solutions to their problems is the lifeblood of your prospects.

Cold Calling 40

Cold Calling Groups Prospecting Course 40

Engage Selling

AUGUST 12, 2011

Examples 80

Examples 80

Sales Gravy

AUGUST 11, 2011

Selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true sales professional.

Closing 40

Closing Conversion Sales 40