Jeffrey Gitomer

APRIL 21, 2011

Gitomer | April 21, 2011 | 8 Comments. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Angie Coker says: April 21, 2011 at 6:08 pm. Your pointed out my #1 hated smarmy sales question in “what would it take to earn your business?” Paul Fredericks says: April 25, 2011 at 9:14 pm.

Hiring 335

Hiring Social Media Loyalty Commission 335

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. The REAL Problem with Sales Training [link] #news #sales.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

APRIL 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. There’s so much that’s wrong with the traditional sales funnel, and it’s gotten worse in the Sales 2.0 April 29th, 2011. May 8th, 2011.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Sales Hunter

FEBRUARY 13, 2012

Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). The questions only solicit the answers that are favorable to the sales amateur and bring pressure to the sales process. Example — “How long have you been thinking of doing this?”

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

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

The Pipeline

MAY 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx’s Birthday Sale, Free 30-Day Trial.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

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 Sales Hunter

DECEMBER 23, 2011

Sales Motivation: Customers Will Always Pay More For Confidence. 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

MTD Sales Training

DECEMBER 14, 2011

While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. However, here are three basic things to understand about sales meetings: 1.

Sales Meeting 266

Sales Meeting Meeting Groups Objections 266

The Sales Hunter

JANUARY 10, 2012

I’m a strong believer that a key weakness in the sales community is that salespeople are too quick to negotiate. Many times, the customer controls sales more than the salesperson. Before you doubt me and stop reading, let me give you a couple of examples. phone sales tips. sales goals. sales manager.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

FEBRUARY 16, 2012

I saw an example of this recently at and event with nearly 100 people. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

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

MAY 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. One example is prospecting, more specifically for many lead gen and lead conversion to appointments and then prospects. May 16th, 2011. Dave Brock.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

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. Random Walk Down Sales Street.

Pipeline 226

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

The Sales Hunter

NOVEMBER 10, 2011

Nov 10, 2011. Over my career as a salesperson and a sales speaker, I have met some salespeople who aren’t too excited about the title salesperson. If you are not comfortable saying “I’m in sales” – try this instead: “I help people.” Copyright 2011, Mark Hunter “The Sales Hunter.”

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 14, 2012

The key to a cold-calling voicemail message is to not make it a sales pitch, but rather use it as a sound byte to share information the person would find of value. An example might be to share a short sentence about a change in legislation that would impact the prospect. phone sales tips. sales goals. sales manager.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Pipeline

MARCH 2, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. Random Walk Down Sales Street.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Sales Hunter

FEBRUARY 3, 2012

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. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

DECEMBER 17, 2011

Dec 17, 2011. Let me share with you an example. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. April 2011.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

JANUARY 23, 2012

Today’s post will particularly resonate with sales managers, but I think anyone in sales could glean some valuable points. Here are a few examples: Take one person out to lunch each week from a department other than your own. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

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. — Jeffrey Gitomer (@gitomer) December 13, 2011. Here are a few things that make you strong enough to make a sale: Your image. Sales Management.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

The Sales Hunter

FEBRUARY 10, 2012

Examples include: in-person, telephone, voice mail, text messaging, email, etc. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 12, 2011

Retail Sales Trends. Dec 12, 2011. He speaks authentically about the phenomenal difference you can experience in your sales career by differentiating yourself from your competitor with exceptional service. The company I use most often as an example in my speeches is hands-down alone at the top… Lexus of Omaha. sales tips.

Motivation 147

Motivation Real Estate Training Hiring 147

HeavyHitter Sales

FEBRUARY 22, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. December 2011. November 2011. October 2011. September 2011.

Penetration 112

Penetration Competition Examples Study 112

The Sales Hunter

FEBRUARY 28, 2012

For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Jonathan Farrington

DECEMBER 23, 2011

The 2011 JF Review. I find it quite extraordinary that the original Top Sales Experts team was formed almost six years ago, and I think that is ample evidence – if we needed any – that time really does fly when you are having fun! Published by Jonathan Farrington at 2:38 pm under General.

Pivotal 32

Pivotal Policies Loyalty Resources 32

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips. December 2011. November 2011. October 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Increase Sales

NOVEMBER 30, 2012

For example, those who are searching for retail stores, 4 out of 10 are seeking “hours of business.” in 2011 to $10.2B If you are a small business owner, in sales management, then now is the time to move your marketing to the world of mobility.

Small Business 133

Small Business Small Business Retail Engineering 133

Jeffrey Gitomer

JUNE 30, 2011

Gitomer | June 30, 2011 | 1 Comment. You also have to be the leader by example, and the coach who knows the game. He shows his players by example, practicing with them. Wireless Retail Sales News – July Issue says: July 19, 2011 at 10:40 am. [.] Get Sales Blog Updates. Sales Management.

Hiring 234

Hiring Social Media Wireless Loyalty 234

Jeffrey Gitomer

NOVEMBER 1, 2011

Gitomer | November 1, 2011 | Leave a Comment. I have been a student of sales since November 11, 1971. I was listening (via the brand new voice technology called the “cassette tape”) to a guy named Jay Douglas Edwards, who uttered the sales tip, “If the customer says, ‘Do these come in green? Sales Management.

Hiring 221

Hiring Social Media Loyalty Referrals 221

Understanding the Sales Force

APRIL 16, 2012

These are great examples of sales leadership paying attention to the wrong issues! Best in class companies were 23% more likely to provide sales managers with role specific training and tools. c) Copyright 2011 Dave Kurlan I would love to have you join us.

Hiring 188

Hiring Territories Compensation Forecasting 188

Jeffrey Gitomer

JULY 7, 2011

Gitomer | July 7, 2011 | Leave a Comment. And it is obvious from the above example that they are 100% wrong! Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Referrals 299

Referrals Hiring Social Media Loyalty 299

Jeffrey Gitomer

NOVEMBER 22, 2011

Gitomer | November 22, 2011 | Leave a Comment. examples of “family thinking” in my business: 1. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Hiring 279

Hiring Social Media Loyalty Insurance 279

HeavyHitter Sales

JANUARY 29, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Career Advice. Sales Techniques. Sales Tips.

Closing 110

Closing Penetration Call-back Positioning 110

Anthony Cole Training

JUNE 28, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

HeavyHitter Sales

NOVEMBER 25, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Techniques. Sales Tips. December 2011. November 2011.

Software 103

Software Software Strategy Hiring 103

MTD Sales Training

NOVEMBER 10, 2011

It accomplishes this by posing a challenge to the sales person that is not exactly what it seems. . Below is a generic example of this role play. However, you can use this example as it is with small changes to the wording. . Check out the next posting on: Nov 11, 2011: - The Ultimate Test For Hiring Top Sales People.

Hiring 229

Hiring Objections Discount Proposal 229