Jeffrey Gitomer

APRIL 30, 2012

Tweet Here are the TOP 6.5 referral EARNING strategies: 1. Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. 2. Be available. Make it easy to do business with you and anyone else in your company 24/7/365. 3. Be a consistent value provider. Create an email magazine and blog with content that helps customers, and a business Facebook page where you post positive and helpful information and good news, and allow for customer interactions. 4.

Referrals 305

Referrals Strategy Facebook LinkedIn 305

Score More Sales

APRIL 30, 2012

A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived. We sat down and talked through every sales opportunity he had listed.

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Pipeline Closing Sales Qualified Lead Lead Rank 297

The Pipeline

MAY 4, 2012

As good as a qualification process is, none are perfect, and as a result, we do at times end up in meetings that could have waited or completely passed on. Many sales people bitch and moan about the lost time, and while that may feel good it doesn’t change things. But there are steps you an take to make some of these meetings have value to you moving forward, it comes down to what you can learn and apply back into the way you sell based on everything you professionally experience.

Sales Qualified Lead 292

Sales Qualified Lead Call-back Analysis Buyer 292

Steven Rosen

MAY 1, 2012

These are truly challenging times in the pharmaceutical industry. With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives? On Friday May 25 th at 10:10 AM, Steven Rosen will be presenting “Consistently Exceeding Sales Objectives” a sure way to maximize sales, exclusively at Sales Excellence Canada Conference.

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Conference Pharmaceuticals Maximizer Objections 284

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

MTD Sales Training

APRIL 30, 2012

Communication, communication and more communication. No pun intended here, but for some sales managers, communication is just talk. Effective and proactive communication is as integral to your sales team as professional training, solid sales support and even good sales people. In fact, communication is the glue that holds all of the pieces of the team’s [.

Training 284

Training Sales Management Sales 284

The Pipeline

MAY 2, 2012

Believe it or not, voice mail has been around since the late 1970’s, and for all the advances mankind has made since then, voice mail still seems to puzzle and cripple the success of many B2B sales people. Further, it seems that some sales people don’t want to figure it out and master it for sales success, to borrow a term from a recent commercial, they see voice mail as “ an enigma wrapped up in a conundrum “ But it doesn’t have to be, I and others have shared roa

B2B 287

B2B Pipeline How To Sales 287

Sales and Marketing Management

MAY 4, 2012

E-mail has changed the world of marketing forever. Like any new business tool, however, there are traps that have already caught even the best e-mail marketers. Learn how to avoid three of the biggest ones.

Marketing 256

Marketing Tools How To 256

MTD Sales Training

MAY 2, 2012

You can always find a multitude of tips and tricks for sales people. Sales techniques, closing strategies and prospecting avenues abound. However, I have found that usually these pillars of advice pertain to the sales person who has been with their company, at least for some length of time. I am also guilty of this, [.

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Closing Sales Strategy Prospecting 281

No More Cold Calling

MAY 3, 2012

Get rid of that dreaded first date. A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. If you’ve dated in the age of the Internet, it probably went something like this: Before you went out on a date, you emailed back and forth, exchanged photos online, learned about each other’s interests, and then decided to talk on the phone.

Referrals 255

Referrals Conversion Meeting Video 255

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Sales

The Pipeline

APRIL 30, 2012

If you are in sales you have likely seen or participated in a discussion about whether sales training works or not. You have likely heard that it works when there is follow-through, or if there is buy in from front line sellers, or the degree to which management is committed to supporting the new training. While these and other factors do play a role, I see a variation the last point as key.

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Training Intent Pipeline Objections 288

Sales and Marketing Management

APRIL 29, 2012

Best practices in evaluating sales training companies shows us that an objective assessment of a provider’s capabilities against your requirements is essential. Every company seeking the best solution for its needs will have a different list with different priorities. Here are just some of the capabilities that should be considered during an evaluation process.

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Training Objections Sales Company 232

MTD Sales Training

MAY 3, 2012

Ok, you are a pro. You have been cold calling for years, and despite the trend toward e-prospecting, and e-everything else, you have still perfected the art of being able to pick up the telephone and CREATE business, almost at will. There are a few of us that have no fear of the cold-call and [.

Cold Calling 276

Cold Calling Trends Prospecting Sales 276

Score More Sales

MAY 2, 2012

It is true that the shape of the journey of the buyer toward making a purchase is less about looking like a traditional funnel and more about a cloud or MindMap type of drawing. Even so, I was thrilled to receive this funnel in the mail from one of the attendees at my talk on productivity for inside sales professionals at the AA-ISP Leadership Summit a couple weeks ago.

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Top of Funnel Funnel Lead Rank Lead Scoring 193

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Data

The Sales Hunter

APRIL 28, 2012

We’ve been exploring the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity and Sell the Urgency of the Customer’s Timeline. Today I want to emphasize the importance of increasing the level of confidence the customer has in you. The more confident the customer is with you, the more value they will place in what you’re telling them.

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Customer Banking Maximizer ACT 194

Sales and Marketing Management

MAY 1, 2012

Business-to-business (B2B) companies are placing even greater emphasis on sales leads prospecting as a result of uncertainty over the global economy and evolving buyer behavior. Outsourcing sales lead prospecting to a third-party consultant can reap good payoffs, but any consultant you use must understand your business and be resourceful in getting the right and highly qualified information.

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Sales Outsourcing Sales Qualified Lead Trends Resources 195

MTD Sales Training

MAY 4, 2012

For some reason, many sales people still feel that they and the prospect are on different sides of the issue. Many sales professionals today still suffer from the outdated thinking that selling is a battle; a contest. The whole though of “winning the sale” is an obsolete concept. Yet, you hear it all the time, [.

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Prospecting Sales 273

Score More Sales

MAY 2, 2012

It is true that the shape of the journey of the buyer toward making a purchase is less about looking like a traditional funnel and more about a cloud or MindMap type of drawing. Even so, I was thrilled to receive this funnel in the mail from one of the attendees at my talk on productivity for inside sales professionals at the AA-ISP Leadership Summit a couple weeks ago.

Top of Funnel 193

Top of Funnel Funnel Lead Rank Lead Scoring 193

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

Understanding the Sales Force

MAY 2, 2012

Understanding the Sales Force by Dave Kurlan One confusing component of effective sales management is that great sales management skills don't always translate into great sales results. This phenomenon is most obvious when a company hires a terrific, new sales manager, with all the desired skills, and the manager fails to have an immediate impact. Worse, in many cases, the inherited salespeople rebel!

Sales Coaching 180

Sales Coaching Coaching Hiring Scale 180

Jeffrey Gitomer

MAY 4, 2012

Tweet Looking to keep your present job? What would you do if you were fired today? How would you feel? How would you react? Where would you go? What would you do? Here is my 12.5 step formula to get you from FIRED to ON FIRE. 1. Let your emotions out for 48 hours – not one minute more. Do all your whining, crying, pitying and door slamming until it’s completely out of your system.

Exercises 167

Exercises Positioning Exact Video 167

MTD Sales Training

MAY 1, 2012

LinkedIn is THE professional platform to be involved with, and if you are not on it by now then you really are missing out. LinkedIn is full of opportunities for every executive, sales professional and business owner to generate leads for their business and engage with those all important decision makers – but how do [.

LinkedIn 204

LinkedIn Decision Maker Opportunity Leads 204

The Sales Hunter

MAY 4, 2012

The number one item I get phone calls is sales prospecting. The problem is far too many people either do not have a process or the one they’re using is clearly broken. . I’ve been blogging for the past several months extensively on the subject of sales prospecting. . The best sales prospecting systems are those that are simple. Don’t try to over complicate things.

Prospecting 174

Prospecting Webinar Metrics System Motivation 174

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

Pointclear

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Let’s now turn our attention to the characteristics the right marketing metrics should have and then use those characteristics to clearly identify the marketing KPIs needed to correctly measure lead value in B2B lead generation.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Increase Sales

MAY 3, 2012

Yesterday in speaking with a small business owner over lunch (this was a social media Facebook friend that I had yet to meet in person), I realized egos running amok are probably one of the major reasons for the inability to increase sales. During the end of our conversation, I asked him this one question: Credit www.sxc.hu. “How may I support you?

Small Business 177

Small Business Small Business Social Media Referrals 177

A Sales Guy

APRIL 30, 2012

Do you want to know where the biggest opportunity for sales growth is today? Are you looking for a new, sure fire sales strategy that will increase sales, get you more leads, accelerate sales cycles, reduce cost of sales and improve close rates? Do you want to know what is the one thing you can do to blow out your number and crush the competition? It is to turn your sales organization into a teaching organization.

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Education Collateral Face-to-face Social Media 131

The Sales Hunter

MAY 1, 2012

We have arrived at the last day of my in-depth exploration of 5 Sales Tips to Maximize Your Price. If you missed the previous posts, here they are: Sell the Outcome, Not the Activity. Sell the Urgency of the Customer’s Timeline. Are Your Customers Confident in You? Stop Breaking Down Your Pricing Model. Today we are talking about why you must not waver on your price.

Discount 174

Discount Fashion Negotiation Face-to-face 174

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

SBI

MAY 1, 2012

Tweet Sales-ready leads. Marketers, as we all know and understand, are responsible for many critical business tasks. Not the least of which is to ensure that the company’s vision, brand, and most importantly its solutions become not just known to, but ultimately acknowledged by as many of the right people as possible, and that its solutions are recognized as being viable and competitive options.

Sales Qualified Lead 126

Sales Qualified Lead Leads Marketing Qualified Lead Marketing 126

Increase Sales

MAY 1, 2012

Being in any sales leadership role from the salesperson up to sales management and even beyond requires the talent of diplomacy. For without the consistent application of this talent may result in one’s foot in one’s mouth not to mention the inability to increase sales. There are many definitions for this word. However, I believe those definitions that connect diplomacy with emotional intelligence are far stronger and more applicable for those in sales leadership positions.

Sales Leadership 171

Sales Leadership Fashion Government Small Business 171

A Sales Guy

MAY 2, 2012

Top Sales World just released their list of Top 50 Sales and Marketing Influencers for 2012. On that list, stuck between Guy and Jill, was me. It was a surprise and an honor to be on a list with some of sales and marketings most respected and accomplished people. I didn’t expect it at all. How was this list created? Over the past few weeks, a small team of professional researchers rigorously examined the credentials of one hundred and fifty possible “candidates” to arrive at t

Social Media 122

Social Media Facebook eBook Influencer 122