Jeffrey Gitomer

JUNE 2, 2011

Gitomer | June 2, 2011 | 2 Comments. KEY ACTION TO TAKE: Study your words and actions. Study your reputation. Nabil Gulamani says: June 5, 2011 at 3:39 am. Darren says: June 13, 2011 at 4:19 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

The Sales Hunter

DECEMBER 27, 2011

Dec 28, 2011. The beauty is these new leads is that many times, they involve strategic opportunities your buyer or person you work with may not even be aware of. Use the tail-end of 2011 and the first few days of 2012 to network like mad. Develop your plan now to go after the really big opportunities you have in 2012.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Pipeline

SEPTEMBER 30, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. A new trend that is different from your product or service is a terrific opportunity to present something new to your customers. October 1st, 2011.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Selling Essentials RapidLearning Center

NOVEMBER 14, 2023

And more learning opportunities, for sure.” But research shows that employees also create a “psychological contract” that governs their expectations about things like job responsibilities, advancement, work-life balance and training opportunities. . “I guess I just expected more out of this job,” she says.

Salary 52

Salary Promotion Journal Government 52

SalesforLife

SEPTEMBER 30, 2019

I remember at the beginning of my sales career in the early 2000s, the number one mandate was to create net new opportunities, and that meant cold calling, face-to-face meetings, door knocking – anything we could do to generate leads and opportunities for the business. Let’s unpack this.

Prospecting 96

Prospecting Face-to-face Quota Cold Calling 96

Sales and Marketing Management

AUGUST 21, 2020

And, while down from its peak in 2011, over 1.5 Get the message out: Studies report that users are 35 times more likely to open and read an SMS message than an email. Make text short and calls to action clear to make it obvious to your recipients what the opportunity is and how they can act.

Marketing 177

Marketing Territories Consumer Channels 177

Selling Essentials RapidLearning Center

OCTOBER 25, 2022

But decades of research show that employees also create a “psychological contract” that governs their expectations about things like job responsibilities, advancement, work-life balance and training opportunities. Multiple studies, based on interviews with employees, show that misaligned expectations trigger disengagement.

Salary 52

Salary Journal Promotion Government 52

The Pipeline

JULY 19, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Rather than discussing how we will be replaced by machines, he outlines the advantage and opportunities presented to B2B sales people in the future.

Pipeline 267

Pipeline Demand Generation Agencies SCM Lead Rank 267

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. February 2012. January 2012.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

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. Content Marketing High-quality content, such as blogs, ebooks, whitepapers, and case studies, is a critical element for drawing in new business and capturing leads.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2]

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Pointclear

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 223

Social Media Media B2B Decision Maker 223

Sales and Marketing Management

JUNE 8, 2017

This data is from the Incentive Marketplace Estimate Research Study published by the Incentive Federation and available at IncentiveFederation.org.). The score of 26 percent is down from a recent high trend surpassing 50 percent that began in the fall of 2013, but it is still considerably higher than the extreme dips seen in 2009 and 2011.

Travel 205

Travel Incentives Incentive Lead Rank 205

HeavyHitter Sales

OCTOBER 4, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Best New Sales Book of 2011 » October 04, 2011. Personality Study of 1,000 Top Salespeople - Harvard Business Review. Closing Techniques Using Sales Linguistics. Sales Techniques.

Sales Management 147

Sales Management Penetration Software Software 147

SBI Growth

AUGUST 29, 2013

True Story: I recently had the opportunity to interview a regional VP of sales for a Fortune 100 company. In 2011, the Sales Executive Council reported the average B2B buyer engaged vendors once they were 57% of the way through their buying cycle. If you invite a potential opportunity, they’ll have you in mind from the start.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

HeavyHitter Sales

NOVEMBER 25, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. « Best New Sales Book of 2011 | Main. | » November 25, 2011. You can learn more “Sales Linguistics,” the revolutionary new field of study on my web site at [link].

Software 103

Software Software Strategy Hiring 103

Jonathan Farrington

DECEMBER 20, 2011

My Personal Favourite Post of 2011 – A Lesson in Persistence from a “Bird Brain” Published by Jonathan Farrington at 3:06 am under General. Jonathan Farrington’s Blog December 21, 2011 Post Under Uncategorized – Read More /* */ /* */ /* */ « A [.]. Make no mistake, persistence pays – just ask Percy!

Study 34

Study Call-back Follow-up Retention 34

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

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. However, the study also raises the perennial question, "Are top salespeople born or made?" Sales Tips.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

No More Cold Calling

JUNE 16, 2016

Six Degrees of Separation” is a theory posited by psychologist Stanley Milgram in a 1967 study, for which 296 volunteers from Boston and Nebraska attempted to get a document to a Massachusetts stockbroker using only their acquaintances. Who would this company send to explore the new opportunities?

Lead Generation 120

Lead Generation Lead Rank Lead Scoring Referrals 120

SBI Growth

SEPTEMBER 4, 2012

Whichever mode you choose, assembling this group gives the marketing leader the opportunity to glean a deeper understanding into the buyer’s behavior. According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Score More Sales

JUNE 5, 2013

From 2007 until 2011 Porter was VP of Marketing at Virgin America – which has to be anyone’s favorite airline if you’ve flown on a Virgin flight. How refreshing in a world where a recent study showed that adults are making eye contact half as much as they should to build trust and build relationships.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

SBI Growth

SEPTEMBER 9, 2012

Writing enhances career opportunities within the firm and we have a nice bonus involved. Prospects are researching solutions without the sales rep until late in the buying process (According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present). Failure is not an option.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose.

Media 233

Media Direct Mail Trade Show Prospecting 233

HeavyHitter Sales

SEPTEMBER 25, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. M y latest book, Heavy Hitter Sales Psychology, is based on interviews with more than five hundred C-level executives that took place as part of the win-loss studies I conduct on behalf of my clients.

Objections 104

Objections Hiring Vendor Sales Cycle 104

HeavyHitter Sales

JULY 19, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. « Personality Study of 1,000 Top Salespeople-Harvard Business Review | Main. Four Critical Sales Kickoff Meeting Success Factors » July 19, 2011. Are Top Salespeople Born or Made?

Penetration 104

Penetration Groups Face-to-face Follow-up 104

The ROI Guy

JULY 11, 2011

The study reveals that CFOs have more influence than many would expect - authorizing 26% of all IT investments. Therefore, marketers should deliver resources to help CFOs and other stakeholders uncover and prioritize opportunities, make the case for change and prove that the technical team is making the most prudent choices.

Marketing 89

Marketing Proposal ROI Gatekeeper 89

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. That gives you a tremendous opportunity to insert yourself and help that startup achieve its growth objectives by minimizing time spent on non-core competencies.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

No More Cold Calling

JANUARY 8, 2015

Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. But the same study shows that people should be making eye contact 60 to 70 percent of the time to create a sense of emotional connection.

Twitter 120

Twitter Fashion Small Business Small Business 120

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

The ROI Guy

NOVEMBER 14, 2011

Hopes for the much anticipated economic recovery in 2011 were recently dashed as the European debt crisis proved worse than anticipated, and the US credit downgrade added additional uncertainty. As a result, several analyst firms have dropped their spending outlooks, and are predicting tight IT budgets for the New Year.

Case Study 69

Case Study Marketing Proposal Hiring 69

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals. Mutually beneficial relationships like these are grounded in perspective.

Customer 51

Customer Face-to-face Scale Consultative Selling 51

Jeffrey Gitomer

JANUARY 6, 2012

Actually I started studying sales in 1972. When the opportunity to write about sales appeared, I jumped on it. There is no time like the present to change things up in 2012 to ensure its better than 2011! Yes, I’m somewhat successful now, BUT I didn’t start with nine best-selling books. I started by writing one 750-word column.

Hiring 226

Hiring Social Media Loyalty Journal 226

The ROI Guy

APRIL 25, 2012

In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. 2011 growth levels. In the second study, Gartner released the results of their annual CEO and Senior Business Executive Survey , to measure sentiment from the C-suite on IT spending and strategy. Frugalnomics is in full effect.

Trends 70

Trends Discount Survey Sales Cycle 70

Connext Digital

JULY 20, 2023

What they published in 2011 quickly became the de-facto standard in academic finance. NSF Award to Study NLP Test Code … – Illinois Computer Science News Misailovic Co-PI on $1.2M Find out how your unstructured data can be analysed to identify issues, evaluate sentiment, detect emerging trends and spot hidden opportunities.

Examples 52

Examples Lead Rank Social Media Data 52

The ROI Guy

NOVEMBER 30, 2011

The financial relief most expected in 2011 never came, as the European debt crisis and US credit rating downgrade renewed pessimism, and may even be driving us to another recession. To better manage spending and risk, finance is playing a more active role in most purchase decisions, this according to a recent study by CFO Magazine.

ROI 79

ROI Vendor Survey Proposal 79