Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Existing customer who you are building a relationship with and/or who is ready to buy. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! GREAT food.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Pipeliner

APRIL 11, 2018

Information hits sales managers from all sides on the subject of creating high-performance sales teams. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention. Yard sales’ occur every day in the sales profession. Time management.

Motivation 58

Motivation Hiring Sports Incentives 58

Jeffrey Gitomer

SEPTEMBER 7, 2011

If you’re in sales for the money, get out now and become a lawyer, or worse, a politician. A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. Failing to realize that the prospective customer has heard the same pitch 20 times. Get Sales Blog Updates.

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

MARCH 30, 2011

When you create a connection, it’s an indicator that that prospect, or that customer, or that person wants to continue the online relationship, which may lead to real business. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! Select Category. Leadership.

Social Media 158

Social Media Hiring Loyalty Media 158

Jeffrey Gitomer

OCTOBER 28, 2011

I had new attitude lessons and new sales ideas, and if you can imagine a daily sales lesson lasting four hours, I was ON FIRE! I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Customer Loyalty. Sales Management. Sales Videos. Select Category.

Hiring 181

Hiring Social Media Loyalty Energy 181

Jeffrey Gitomer

OCTOBER 14, 2011

Get your prospect a sales lead. Give your prospect an idea how to serve his customers better. Give your prospect ten things he can do to improve his morale, productivity, absenteeism, or profit. Get your prospect some free publicity or media exposure. Customer Loyalty. Sales Management.

Hiring 164

Hiring Social Media Follow-up Loyalty 164

Jeffrey Gitomer

APRIL 21, 2011

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. It’s a waste of the prospect’s time. Customer Loyalty.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

MARCH 7, 2012

Blaming the prospect for your issues. Delivering your sales message, not their buying message. Why are you making a “sales presentation” without understanding why the prospect may want to buy? Trying to “type” the prospect. Trying to “mirror” the prospect. Sales Videos.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Gong.io

JULY 11, 2022

When you book a demo with one of the team, you’re speaking with an insides sales representative. Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Image Source ).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” They concentrate on the system and not the prospect. Let me give you the non-sales skills version. Customer Loyalty. Sales Management. Sales Videos.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Jeffrey Gitomer

MAY 9, 2011

When you have the pressure to sell, the prospect senses it, and backs off. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! Then things get worse. You can’t seem to sell at all, and begin to panic. Look for my next blog post. Share this Post. Leadership.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is the best place to learn about your product, your competition AND your customers at the same time. Your best customer(s) trade or professional association.

Networking 325

Networking Hiring Trade Show Social Media 325

Zendesk Sell

JANUARY 31, 2019

Thus, vital customer communication falls through the cracks and creates a disconnect in the customer journey. To align marketing and support departments with sales, sales managers can construct an ongoing, interdepartmental job-shadowing program. Stronger understanding of the customer. Your sales playbook.

Top of Funnel 68

Top of Funnel Marketing Exercises Lead Rank 68

Your Sales Management Guru

DECEMBER 15, 2014

Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. He has broken his 40 chapters into eight (8) parts that range from; Simplifying your sales. Selling through customer service. Prospecting. Maximizing value.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

Jeffrey Gitomer

APRIL 26, 2011

Inspirational, I have used Jeffreys videos for those Mondays when the moan factor is coming over the horizon or whenever i fell myself slipping into the blame game, his words and the thought patterns they have led me to I can honestly say are the 10% differential in my sales this year versus last. He makes sales cool again. Leadership.

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

Anthony Iannarino

JULY 12, 2019

For many, however, outside of a sales meeting, it is impossible to find them without their inbox open and smartphone dominating their time. If you are willing to miss the call because you are in a face-to-face meeting with a client or prospect without fear of losing an opportunity, then you have already lost the argument.

Face-to-face 101

Face-to-face Call-back ACT Meeting 101

Jeffrey Gitomer

FEBRUARY 14, 2011

Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! Looking for the real way to beat price? Share this Post.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.”

Coaching 57

Coaching Hiring SAP Lead Rank 57

Janek Performance Group

SEPTEMBER 14, 2022

Finally, I’ll look at how AI for sales may impact sales teams in the future. What is Artificial Intelligence for Sales? AI for sales can be defined as using cognitive computing to streamline and automate the sales process, from prospecting to conversion.

Top of Funnel 62

Top of Funnel Social Media Lead Generation How To 62

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would someone listen to your time-worn sales pitch/tricks without a hint of value coming from you? Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Why on earth would you try to sell your prospect, when all they want to do is buy? Customer Loyalty. Leadership.

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Pipeline

OCTOBER 3, 2011

I congratulated her on taking me from a concerned customer to being irate, and now, finally, she had a reason to apologize, all the while making no progress on the real issue, reliable internet access. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

Nutshell

DECEMBER 18, 2020

SKOs are the perfect time to educate sales reps on new and/or updated products. That way they can sell them to prospects with complete confidence. If you take time to dive deeper into the various benefits and features of your products, your sales will increase. This level of clarity will do wonders for your team.

How To 118

How To Hiring Education Motivation 118

Jeffrey Gitomer

JULY 12, 2011

One of the marks of a great sales pro is the ability to deliver value through your expertise, insight, and ideas you give to customers routinely. By attending the webinar you will learn how to deliver value first, give value without expectation, give it often and give it to your prospects and customers! Customer Loyalty.

Course 143

Course Hiring Webinar Metrics Social Media 143

Jeffrey Gitomer

MARCH 16, 2011

Then compare your reason to this list and see if the reason you THOUGHT you lost the sale was a symptom or a result, caused by one of the eight barriers listed above. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! I hope this list helps as much as it hurts.

Hiring 226

Hiring Remedy Social Media Loyalty 226

Jeffrey Gitomer

DECEMBER 14, 2011

Prospects must first believe in (and like) the messenger, or the message has no credibility. Here are a few things that make you strong enough to make a sale: Your image. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! JGBootcamp. Select Category.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

Klozers

JUNE 10, 2014

. You can use our LIGHTHEARTED guide to test your own B2B Sales Knowledge and that of your sales colleagues. 1) Cold Calling  a telephone call Sales People dont want to make, to a prospect who doesnt want to receive it. 5) Beliefs  all sales beliefs are facts until you ask for evidence.

B2B 51

B2B Hiring Top of Funnel Social Media 51

Crunchbase

MAY 20, 2022

Your sales enablement strategy stands alone outside of your broad sales management strategy. It is the underlying aspect of your sales approach. Without sales enablement technology, the rest of your sales approach will fall short. Why should you care about sales enablement? Time management.

Sales Enablement 52

Sales Enablement ROI How To Distribution 52

LeadFuze

OCTOBER 1, 2021

What Does Prospecting Mean? Sales prospecting techniques are important matters in sales but before we dive directly into them, let’s get to know what prospecting means first. Historically, prospecting refers to the hunt for resources such as gold. 25 Prospecting Techniques In Sales .

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95

Sales Hacker Training

NOVEMBER 21, 2022

There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Sales Hacker

APRIL 11, 2019

Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it.

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Pipeliner

SEPTEMBER 29, 2020

Do you think changing the entire sales architecture all of a sudden is so easy? Are organizations still puzzled with big questions about embracing remote sales teams to build and retain a productive small sales team? With the help of a robust internet connection, you can pitch to prospects worldwide while selling virtually.

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Sales Training Advice

SEPTEMBER 30, 2011

This includes increasing sales, market share, customer loyalty; reducing costs, errors, or employee turnover; and improving productivity, employee engagement, and customer service. How does your service or solution address one of those issues? How will you reduce your prospect’s risk factor?

Decision Maker 91

Decision Maker Face-to-face Call-back Loyalty 91

Keith Rosen

APRIL 8, 2017

He was a salesperson, on his way to visit a prospective client who he was working diligently with to earn their business. It seems there was another competitor in the picture that was getting in his way of this particular sale. Subsequently, managers start blaming their salespeople and their company for this costly anomaly.

Coaching 81

Coaching Competition Sales Qualified Lead Hiring 81

Sales Training Advice

AUGUST 17, 2012

Chances are at some point in your career, you have experienced one or all of the following emotional and physical impacts of a sales slump. You dread going to sales meetings because your low numbers are embarrassing. Needless to say, it’s important that you shift your focus to break free from a sales slump.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Keith Rosen

APRIL 8, 2017

He was a salesperson, on his way to visit a prospective client who he was working diligently with to earn their business. It seems there was another competitor in the picture that was getting in his way of this particular sale. Subsequently, managers start blaming their salespeople and their company for this costly anomaly.

Coaching 48

Coaching Competition Sales Qualified Lead Hiring 48

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. Inside Sales or Field Sales? (or

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Close.io

SEPTEMBER 4, 2019

It’s likely you already know some of the sales metrics that matter to your team. To fill out the rest of your list, you need to ask a few basic questions: Are there sales metrics your team regularly views during the day or during sales meetings? What are the sales KPIs that are driving your strategy and plan?

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82