Jeffrey Gitomer

APRIL 21, 2011

Gitomer | April 21, 2011 | 8 Comments. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Online Training. Hire Jeffrey.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Pipeline

APRIL 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Manipulative questions are designed to “set up” the prospect. prospecting. Client List. Testimonials.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. February 2012.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I saw an example of this recently at and event with nearly 100 people. prospecting. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 23, 2011. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. Copyright 2011, Mark Hunter “The Sales Hunter.”

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Before you doubt me and stop reading, let me give you a couple of examples. 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. prospecting.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Pipeline

MAY 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Appointments , Attitude , Business Acumen , Metrics , Proactive , Productivity , Prospecting , Sales eXchange , Time Allocation , execution.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Nov 10, 2011. EXAMPLES: “I help people gain more free time to do the things they really want to do.” Copyright 2011, Mark Hunter “The Sales Hunter.” prospecting. December 2011. November 2011.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Pipeline

SEPTEMBER 19, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. September 20th, 2011. September 20th, 2011. September 19th, 2011. September 19th, 2011. September 19th, 2011. February 2012.

ROI 243

ROI Pipeline Training Twitter 243

The Pipeline

DECEMBER 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. December 16th, 2011. December 16th, 2011. December 16th, 2011. December 16th, 2011. December 16th, 2011. December 16th, 2011.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The reason I share these two examples is simple: The time periods you select to use to make cold-calls may very well consist of nothing more than 45-minute or one-hour windows on a daily basis. prospecting. December 2011. November 2011.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The ROI Guy

MAY 4, 2011

Improving sales’ ability to show benefits / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights. The CSO Insights Sales Management survey for 2011 examined responses from sales executives at 850 firms.

Buyer 60

Buyer Proposal Survey ROI 60

The Pipeline

MAY 13, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. If you take the website I represent, Focus.com , for example, buyers can ask for information they want/need and get it from third-party sources or peers.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

SEPTEMBER 9, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Prospecting. February 2012. January 2012.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 17, 2011. Let me share with you an example. Copyright 2011, Mark Hunter “The Sales Hunter.” prospecting. December 2011. November 2011. October 2011. September 2011. August 2011.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Pipeline

JULY 18, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Pointclear

AUGUST 14, 2012

No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. However, in 2011 and 2012 the percent of our efforts focused on inbound dropped to 22% and 11% respectively. greater than “cold” outbound prospecting and nurturing.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

The Pipeline

MARCH 2, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Much easier to show value to a customer than to a prospect. Prospecting. 3 R’s of Prospecting Success. February 2012. January 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Examples include: in-person, telephone, voice mail, text messaging, email, etc. Sales Prospecting: Office Phone or Cell Phone? prospecting. prospecting. December 2011. November 2011. October 2011. September 2011.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Here are a few examples: Take one person out to lunch each week from a department other than your own. prospecting. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

SBI Growth

AUGUST 18, 2013

The ability to prospect. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 12, 2011. The company I use most often as an example in my speeches is hands-down alone at the top… Lexus of Omaha. prospecting. December 2011. November 2011. October 2011. September 2011. August 2011.

Motivation 147

Motivation Real Estate Training Hiring 147

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. prospecting. December 2011. November 2011. October 2011. September 2011. August 2011.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Jeffrey Gitomer

DECEMBER 14, 2011

Gitomer | December 14, 2011 | Leave a Comment. Here are a few examples of useful information that you’re missing out on: It all begins with you. Prospects must first believe in (and like) the messenger, or the message has no credibility. — Jeffrey Gitomer (@gitomer) December 13, 2011. Online Training.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

MTD Sales Training

DECEMBER 14, 2011

Then, posting December 15, 2011, I will detail the three best practices, the DOs for sales meeting success! When a sales person has a problem, or is not performing well, it is easy to use that person’s situation as an example. Just as in dealing with a prospect, with your sales team, you need to PULL, not PUSH. Intimidate.

Sales Meeting 266

Sales Meeting Meeting Groups Objections 266

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.). Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

MTD Sales Training

DECEMBER 22, 2011

They do not clearly ask the prospect to make a decision. Wait For The Prospect To Make the First Move. One of the most popular closes, (or should I say anti-closes), is when the sales person presents the offer and waits for the prospect to say something. The sales person waits, hoping the prospect will say, “Ok!

Incentives 291

Incentives Incentive Closing Follow-up 291

MTD Sales Training

NOVEMBER 10, 2011

Below is a generic example of this role play. However, you can use this example as it is with small changes to the wording. . I am the prospect and during the sales interaction you tell me… “Mr Prospect, I have done a complete and thorough analysis of your needs. The Role Play. Happy Selling, Sean. Sean McPheat.

Hiring 229

Hiring Objections Discount Proposal 229

Zoominfo

OCTOBER 31, 2018

What are some examples of successful B2B influencer marketing? Check out some of these examples of B2B organizations who have successfully incorporated this tactic into their campaigns: TopRank and Content Marketing Institute. One example of B2B influencer marketing comes from TopRank and Content Marketing Institute (CMI).

Influencer 153

Influencer Marketing Hubspot B2B 153

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media Buying Cycle 40

HeavyHitter Sales

SEPTEMBER 9, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. If Sigmund Freud Was Your Sales Manager » September 09, 2011. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL!

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Understanding the Sales Force

FEBRUARY 15, 2012

Landslide is a good example of easy because they provide VIP support to salespeople who aren't at a computer or mobile device, or to those who are computer-challenged. Prospects are more resistant; there is more competition. c) Copyright 2011 Dave Kurlan Some CRM applications make this easier than others. The Ugly Truth". (c)

CRM 233

CRM LandSlide Margin Cold Calling 233

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. This will shift the onus to the prospect.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

Allego

AUGUST 18, 2022

Further, when the sales rep opens the app in the morning or throughout the day, they should get personalized recommendations for content, best practices, or examples that specifically address the challenges they’re working through. When you give your reps a modern user experience they’re accustomed to, they will use it.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118