The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

But today I want to discuss one of my most favorit topics – customer retention – because believe me, it is set to become the differentiator between success and failure for most commercial organizations. So what is the value of good customer service?

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Here are my Top 10 Reasons Why New Sales Managers Fail.

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United Airlines Uses Customer Service This Way to Impact Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. United is not the only company guilty of deplorable customer service. Customer service has a very important selling role.

Sales Management–Pragmatic Selfishness

Partners in Excellence

Perhaps it’s ambition, perhaps it’s ego, but many seem to capture their self worth in statements like, “I have thousands of people working for me…….” This classic hierarchical approach with the implicit idea of the power managers have over subordinates no longer works (if it ever did). Then there’s the “servant management” theory of leadership. What are we a managers supposed to do? Managers know they have to step up and take action. Do You Deserve To Be A Manager?

The Selling Coach: The Evolution of the Salesperson to Coach Customers to Succeed – Part 1

Keith Rosen

Sales training isn’t dead, it’s evolved. Instead of training salespeople with recycled techniques your competitors are using, developing high performance sales teams requires transforming the traditional salesperson into The Selling Coach.

Shoot the Messenger: How to Eliminate Corporate Silos, Repair Trust and Build Exceptional Relationships

Keith Rosen

When I ask managers and teams what their greatest challenges are, it always comes down to communication breakdowns; whether among teams, peers, managers, customers, as well as cross functional departments. Now, every customer, both internally and externally, wins.

How to Manage Toxic People and Bad Attitudes

Keith Rosen

” These common examples illustrate how employees and managers struggle with finding the best approach to confront someone about having to change their negative attitude and behavior; especially when it could be one of your top performers.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. Sales Training

Sales Managers Have the Hardest Job in Sales | Sales Motivation.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. No sales.

Stop Closing Sales and Start Providing Value, or Lose to Price | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer

Jeffrey Gitomer

Tweet Are you trying to figure out some manipulative way of closing the sale or asking for the sale? Hers’s another question for you – Is it more powerful for you to ask for the sale or for the customer to ask, “When can we get started?” Or worse, are you wondering when the best time to close is?

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2013 -The FIVE Critical Challenges ….

Jonathan Farrington

There are so many solutions available today, which assist front-line sales professionals to accurately target potential clients/customers – not to mention resources like LinkedIn etc – it is incomprehensible to me that the majority of organizations are still flailing in the dark.

Hire A Salesperson Based on Their Attitude Not Their Skill

The Sales Hunter

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. Too many sales managers think they can take shortcuts to making their number. Hire on attitude and train the skill.

Major Accounts vs. Sales Prospecting: Where to Spend Your Time?

The Sales Hunter

” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Sales managers reading this — try it! Copyright 2013, Mark Hunter “The Sales Hunter.”

Is Your Quota Set Too High? Sales Training | Leadership Training.

Jeffrey Gitomer

Online Training. Tweet Share Most salespeople think that their quota is set too high, that their sales plan has been set at an unrealistic level. Get Sales Blog Updates. Customer Loyalty. Sales. Sales Management. Sales Videos. The Sales Bible.

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Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Top 5 Sales Motivation Tips. Here are what I see as the top 5 sales motivation tips you can do to motivate you and your team. Top 5 sales motivational tips: 1. Top 5 Sales Motivational Mistakes: 1. Have you taken our quick sales survey yet?!

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 5 of the BEST Sales Tips Ever. Recently I was talking to a group of college students regarding a sales career and they asked me what I thought were the best sales tips I’ve ever heard. Take the time to engage with the customer. customer.

What Is The Role Of Sales Enablement?

Partners in Excellence

This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.

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The Sale Re-defined

Jeffrey Gitomer

The key to mastering any kind of sales is switching statements about you – how great you are, and what you do – to statements about them. The post The Sale Re-defined appeared first on Jeffrey Gitomer’s Sales Blog. Tweet.

What is Sales Leadership? | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. What is Sales Leadership? I’ve always said that those who demonstrate leadership will succeed in their sales career. The phrase I use is “sales is leadership and leadership is sales.” Leadership in sales is just the opposite.

[Message to Management]: The Plea of a Struggling Sales Rep

No More Cold Calling

Are you coaching your sales team, or leaving them to fend for themselves? “ You need to understand that I’m not just another number on your sales team. Sales execs recognize that coaching and recognition contribute to performance. But that’s not building sales acumen.

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2018 Sales Management Critical Issues, Part 2

Partners in Excellence

The first post in this short series focused on Talent Management. Understanding the impact of complexity on each of us, our partners, and our customers; doing everything we can do to radically simplify the things we do are the next areas of management focus.


Are You as Great as You Think You Are or Blinded by Bravado?

Keith Rosen

For salespeople, when the leads are pouring in, they may stumble upon a sale but it doesn’t mean the salesperson or their manager are as good as they think they are. Human beings don’t behave much differently than a squirrel, especially managers and salespeople.

Are You Burned Out or Just Hating It?

Jeffrey Gitomer

Attitude Customer Loyalty General Sales Sales Management attitude training book on attitude customer service training Jeffrey gitomer sales skills success principles

Do We Set Our People Up For Failure?

Partners in Excellence

I’m pretty tough on sales people. But when you reflect, you have to consider the question, “Are so many sales people really that bad?” These are those that lie, manipulate, and do anything then need to get the sale.

10.5 Attitude Buster Remedies | Sales Training | Leadership.

Jeffrey Gitomer

Online Training. Make more sales. Get Sales Blog Updates. Customer Loyalty. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store.

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

They expressed interest but where did your customer go? Since 55% of selling time is wasted on unproductive prospecting, here are 20 questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite.

How Proactive Listeners Sell More, Coach Better and Win Big – Part 1

Keith Rosen

Many salespeople and managers feel that the greatest barriers to maximizing productivity and achieving greater results point to gaps in their product, service, process or people. Were you formally trained to listen?

What You Sell is NOT a Commodity! A Laxative for Pipeline Constipation

Keith Rosen

How often do you feel you lose a sale to your competition because of price or budget? What if your belief around your product is actually creating the very objections you hear, which are sabotaging your sales? Break Through the Sales Myopia.

[Message to Management]: 74 Percent of Salespeople Are Failing

No More Cold Calling

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning.

The Cheap and Easy Quick Fix Is Not Cheap, Easy or Quick

Increase Sales

How often do sales managers to SMB owners to even sales professionals seek the cheap and easy quick fix to increase sales? What usually happens is disappointment sets in and those in charge seek another cheap and easy solution to what ails their businesses and specifically their sales. We know this to be true because of the lack of return on investment for the majority of sales training and development programs.

Social Media Has Changed YOUR World

Jeffrey Gitomer

Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. And in the same way, you can find customers and prospective customers – and they can find you.

How Are You Using The Power of First Impression? | Sales Training.

Jeffrey Gitomer

Online Training. You probably believe you have the best product or service in the market – now tell me your business card is the BEST you have ever seen. They are looking to provide some value beyond their product or service to the customer. Get Sales Blog Updates.

Why CEOs Are Failing Account Based Sales Reps

No More Cold Calling

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. percent of sales reps made quota in 2016.

61 Awesome B2B Sales Jargon Busters


If you are new to Business to Business Sales then sometimes the sales jargon, buzz words, phrases and acronyms Sales Professionals use can be quite confusing. Furthermore without any standard definitions these words and phrases continue to confuse and mislead Sales People.

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Team selling – lone wolfs no longer reign supreme

Sales Training Connection

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. This requires a team – a single sales person cannot do it alone. Sales Management Support. 2014 Sales Momentum ®. Team Selling.

Today’s Expectations are Tomorrow’s Norms

The Sales Hunter

” If you’re reading this and you’re a sales manager, I want you to think about areas where people who work for you are operating at a sub-optimal level. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer

As a customer, or potential customer, I don’t really care about you unless you can do something of perceived value for me. Several years ago I created a list of customer promises for my seminar company, my book publishing company, and my online training company.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

Now it is possible to differentiate by added value such as customer service. In the end a common situation is – you’re in a market where the competition is equal, good enough or better than you if viewed strictly from a product and service perspective. 2013 Sales Horizons, LLC.

Why SMART Goals in Sales and Life Fail

Increase Sales

Most sales professionals have sales goals and in many instances these are mandated to be SMART goals. Years ago when entering in some sales training and leadership training from Resource Associates Corporation , the curriculum included the SMART criteria.

It's Time To Kill Social Media | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Training. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Internet platforms are very effective for generating business with both existing and new customers. ” Sales Motivation Blog.