Jeffrey Gitomer

DECEMBER 28, 2011

Online Training. It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible.

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Call-back Hiring Social Media Loyalty 198

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! ON DEMAND SALES TRAINING THAT GETS RESULTS! What to do?

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Face-to-face Sales Qualified Lead Scale Call-back 320

Paul Cherry's Top Sales Techniques

MAY 21, 2019

A salesperson asks me, “I’m so frustrated, how do you create a voicemail that forces my customer to call me back?” You can’t force customers to return your sales calls. Go back to what originally got you engaged with this customer. The answer is, you don’t. Drove more profitability?

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Call-back Motivation Customer Sales 40

Understanding the Sales Force

FEBRUARY 9, 2024

Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities. Using my process and tools, 92% of the salespeople our clients hire will rise to the top half of their sales teams.

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Hiring How To Decision Maker Guarantee 193

Sales 2.0

MAY 15, 2023

This is the sixth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Dave is also the author of the “ Sales Manager Survival Guide.”​ This interview is with Dave Brock.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

MTD Sales Training

MAY 3, 2020

How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. But if you don’t, you really need to move through the stages and quick if you’re going wow your customers and keep them coming back for me. Order Taker?

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How To Vendor Loyalty Call-back 350

Mr. Inside Sales

SEPTEMBER 23, 2022

So many sales reps hate hearing NO. In fact, constant rejection is the number one reason most sales reps dislike sales. So, why should sales be any different? (It In the meantime, the next time someone says no, just smile and dial—your next deal could be on your very next call! And on and on. It isn’t.).

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Face-to-face Gatekeeper Decision Maker Licensing 156

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

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Sales Leadership Closing Face-to-face Coaching 394

Mr. Inside Sales

APRIL 2, 2021

Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. Focus on the direct benefits to your specific type of customer. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

JULY 24, 2022

One of the best things about sales is that you already know what all the objections are. For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., If you are dealing with a customer who buys their products from another vendor, then ask: “Who are you getting that from now?”.

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Objections Face-to-face Sales Qualified Lead Gatekeeper 156

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

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Sales Meeting Meeting Referrals Face-to-face 287

Mr. Inside Sales

OCTOBER 11, 2021

“When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. ON DEMAND SALES TRAINING THAT GETS RESULTS! And these are the things you look for as well, right?”.

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Objections Face-to-face Gatekeeper Decision Maker 285

Partners in Excellence

MARCH 22, 2024

But the thing that’s always struck me is is deep involvement, in support of his teams, with the customers. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. Sales is a combination of the two disciplines. I said Denver.

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Hiring Retail Engineering Call-back 73

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. If your sales reps are resistant, then they are not coachable. . Virtual Selling.

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Coaching Face-to-face Selling Skills Call-back 282

MTD Sales Training

FEBRUARY 3, 2020

Someone who has never heard of you, or an existing customer who knows you, your products and your reputation? Many times, we meet salespeople who are struggling to meet their targets and are trying desperately to gain more sales, sometimes through cold-calling. who would your loyal customers rather do business with?

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Customer How To Call-back Cold Calling 246

Partners in Excellence

APRIL 15, 2024

Preface : Barry Trailer has been a leader in researching/surveying sales performance and providing deep insights into that performance. Something many people may not know is that Barry was trained as a civil engineer. Whenever I get on a Zoom call with him, I’m distracted by the classic drafting table on one wall of his office.

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Lead Rank Lead Scoring Retail Engineering 110

Mr. Inside Sales

MARCH 25, 2022

His email boils down my sales philosophy, and it shows how much success you can have if you follow just a couple of proven principles. Just wanted to update you on my progress and let you know my sales have increased thanks to you! I don’t know what I would do without your scripts and other training material!

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Hiring Face-to-face Gatekeeper Decision Maker 156

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. That work starts with determining where a customer is today, understanding where they’re going in the future, and seeing how you can help them bridge the gap.

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Strategy Customer Hiring How To 130

Smooth Sale

FEBRUARY 15, 2024

Still, it doesn’t need to be if your business fights back. Move Past Bad Press to Enjoy the Good Engage a PR Firm Sometimes, you need to call in the big guns. Whether that means revising a policy, making a product safer, or improving customer service, show your audience that you’re committed to change.

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How To Social Media Webinar Metrics Media 116

Mindtickle

JUNE 22, 2023

Let’s not beat around the bush: nobody likes getting cold calls. Buyers are already short on time, and the last thing they want is to listen to another sales pitch. This means customers are scrutinizing purchases more and are even more reluctant to take a cold call. First things first: Is cold calling legal?

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Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Shari Levitin

MAY 12, 2022

A few months back, I read a post on LinkedIn from Ashlynn White and couldn’t resist changing the context to a sales conversation to show an example of how to overcome price objections. Customer : How much will it cost to do virtual training for our team in for our sales kick-off meeting? Customer : Cool!

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Objections Examples Hiring Call-back 117

Smooth Sale

DECEMBER 14, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Time To Improve Customer Care for Growth Revising one or more strategies to elevate your brand, reputation, and business dominance position is always possible. But one underlying factor affects everything: The willingness to improve customer care for growth.

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Customer Policies Loyalty Call-back 78

Shari Levitin

MAY 4, 2022

I hate to disillusion you, but the truth is no one thing will bring you success in life or sales. She checked out ten books per week, brought them back, and got ten more. If I didn’t structure my time to write blogs and call prospects each day, I’d never succeed. Follow up every discovery call with a video.

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Call-back Face-to-face Follow-up Exact 118

Mindtickle

DECEMBER 8, 2022

Being a sales rep is tough but rewarding. Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Managing a sales team is a lot of work, too. On a good day, you’ll close a deal or two.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

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Training Hiring Construction Case Study 98

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Not so fast, says AI expert Sam Richter. “The You must humanize your communication.

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Hiring Scale Proposal Analysis 62

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support.

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Sales Coaching Software Software Coaching 85

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. ” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. It was my first big in-person sales call.

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Up-Sell Intent Call-back Positioning 108

Allego

AUGUST 17, 2021

Miersen is senior manager of Americas Sales Enablement at Veritas Technologies, a global leader in data protection, availability and insights. As the pandemic continued, Miersen recognized that virtual selling and sales enablement are here to stay. But it wasn’t delivering the level of training we were hoping for.

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Hiring Exercises Sales Enablement Video 143

Partners in Excellence

SEPTEMBER 27, 2022

What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. We just do what we have always done, moving unconsciously through our and our customer’s days. We have a long sales cycle. It can be a telephone call.

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Meeting Call-back Face-to-face Maximizer 106

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

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Quota Face-to-face Ideal Customer Profile How To 52

Alice Heiman

MARCH 7, 2023

A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch. We have no control over them.

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Referrals Top of Funnel Closing Strategy 131

Vengreso

JUNE 12, 2023

Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. They engage less frequently with sellers and when they do, it is much later in the sales cycle.

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Ideal Customer Profile Decision Maker Travel Social Media 122

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? But the good old days of flipping open your Rolodex (or CRM) calling your best customer from a landline (or cell phone) and winning the business are gone, (if they ever existed). The changing dynamics of sales have not been an overnight revolution.

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Hiring Call-back Training Up-Sell 118

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. Cold calling to SEO.

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Examples Strategy Hiring Cold Calling 121

Shari Levitin

JUNE 30, 2021

There’s no going back. That’s why companies like Facebook, Google, and Dell are investing billions of dollars in upskilling their employees to sell and service customers in a “hybrid environment.”. Customer expectations have shifted. Some call this “Comparative Expectations,” or “The Amazon Effect.” The food, terrific.

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Prospecting B2C Travel Face-to-face 149