Miller Heiman Group

AUGUST 1, 2019

Almost half of organizations report having a weak relationship between their sales and customer success teams; and a third report that service plays no role in generating sales. Investing in a strong customer experience strategy now is crucial as more than 70% of revenues come from existing customers.

Top of Funnel 63

Top of Funnel Customer Loyalty Customer Service 63

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” ” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

The Sales Hunter

DECEMBER 23, 2011

Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. In fact, I’ll go one step further in saying customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 10, 2012

STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. I’m going to make a safe bet that your customer is controlling you more than you might think. Statements like these from customers are going to happen. Contact Mark.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Jeffrey Gitomer

MAY 12, 2011

Want To Learn How To Sell To Tough Customers? Tweet Share If you’re having a hard time selling to tough customers, I have a solution for you. Here’s what you’ll learn: How to transform an angry customer into a loyal client. How to use email to resolve customer issues. Customer Loyalty.

Hiring 220

Hiring Webinar Metrics Social Media Customer 220

The Sales Hunter

JULY 4, 2017

One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].

Customer 175

Customer Coaching Closing Sales Management 175

Showpad

JULY 25, 2019

A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution.

Sales Management 53

Sales Management Face-to-face Scale Coaching 53

The Sales Hunter

JULY 12, 2013

Are their certain aspects the salesperson thinks you could be particularly helpful with or are there questions the salesperson thinks you should ask the customer? The sales manager is anxious to hear how the sales call went. Send a follow-up note to the customer and copy the salesperson.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Jeffrey Gitomer

JANUARY 3, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Referrals 228

Referrals Hiring Social Media Loyalty 228

Jeffrey Gitomer

FEBRUARY 14, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Jeffrey Gitomer

MARCH 22, 2011

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 244

Hiring Social Media Loyalty Cancellation 244

The Sales Hunter

NOVEMBER 13, 2012

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. The measurement of sales leadership is in gaining new insights.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

Jeffrey Gitomer

AUGUST 15, 2011

Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Get Sales Blog Updates.

Remedy 334

Remedy Hiring Training Social Media 334

Jeffrey Gitomer

FEBRUARY 21, 2011

Well, whatever you do is probably what your customers are doing. They don’t need a sales pitch; they need a sales idea. They don’t need a special offer; they need a sales lead. They don’t want to know how to spend money; they want to know how to create more value more for themselves, their people, and their customers.

Hiring 221

Hiring Social Media Loyalty How To 221

Jeffrey Gitomer

FEBRUARY 27, 2011

It’s their quality that sells. They have loyal customers: People will leave their cars running in the parking lot, people will park three blocks away and walk to get their cup of coffee. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers.

Hiring 219

Hiring Social Media Loyalty Cancellation 219

The Sales Hunter

NOVEMBER 18, 2011

Ask yourself — “Do ALL of my customers do the same thing?” Now ask yourself a MORE IMPORTANT question: “Do all of the customers I don’t sell to — but would like to — do the same thing?” 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. And, oh yes, lots of sales.). What do you know about what impacts your best customers and prospects? Get Sales Blog Updates.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

MARCH 3, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 171

Hiring Social Media Hotels Loyalty 171

Jeffrey Gitomer

NOVEMBER 17, 2011

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 295

Hiring Social Media Loyalty Lead Rank 295

Jeffrey Gitomer

FEBRUARY 18, 2011

That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Share this Post.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Jeffrey Gitomer

OCTOBER 19, 2011

Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills. Get Sales Blog Updates.

Networking 314

Networking Hiring Prospecting Social Media 314

Jeffrey Gitomer

FEBRUARY 6, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Speak Your Mind Cancel reply. Categories. Leadership.

Webinar Metrics 158

Webinar Metrics Hiring Closing Social Media 158

Jeffrey Gitomer

MARCH 3, 2011

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Kevin Gomes says: March 3, 2011 at 6:21 pm. Categories.

Relationals 221

Relationals Hiring Social Media Loyalty 221

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. Existing customer who you are building a relationship with and/or who is ready to buy. Talk about customers in common or business things you have in common (experiences, jobs, etc.). Get your customer to bring a referral for you, and you bring a referral for your customer.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Partners in Excellence

NOVEMBER 14, 2022

First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Even dramatic reductions in numbers of sales people.

Outsourcing Services 123

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 123

The Sales Hunter

JANUARY 5, 2012

Book Review: The Challenger Sale. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Do you love your customers? Your customers will be upset about your lack of attention. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

The Sales Hunter

NOVEMBER 29, 2011

Is Your Company Ready for Year-End Sales? At this time of year, too many salespeople find themselves in an awkward situation with a customer, wondering how to fill a December or January order. So, you tell me — is your company ready for year-end sales? Copyright 2011, Mark Hunter “The Sales Hunter.”

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

Jeffrey Gitomer

MARCH 28, 2011

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Speak Your Mind Cancel reply. Categories. Leadership.

Hiring 154

Hiring Social Media Loyalty Cancellation 154

Jeffrey Gitomer

FEBRUARY 22, 2012

Every employee in every company needs a foundation of attitude in order to create a successful work environment, successful relationships with their customers, and ultimately a successful business and life. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Share this Post. Categories.

Webinar Metrics 187

Webinar Metrics Hiring Social Media Loyalty 187

The Sales Hunter

NOVEMBER 22, 2011

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. customer service. high profit selling. phone sales tips.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

Jeffrey Gitomer

JANUARY 6, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 226

Hiring Social Media Loyalty Journal 226

The Sales Hunter

FEBRUARY 21, 2012

Do you really understand what your customer wants and/or needs? What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really wants. Getting the sale no matter the loss in profit becomes an over-riding drive. Feb 21, 2012. 2 Comments.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

Jeffrey Gitomer

JANUARY 31, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Speak Your Mind Cancel reply. Categories. Leadership.

Webinar Metrics 169

Webinar Metrics Hiring Social Media Loyalty 169

Jeffrey Gitomer

DECEMBER 28, 2011

Filed Under: Attitude , Customer Loyalty , General , Leadership , My Books , Sales Tagged With: attitude training , book on attitude , corporate sales training , customer loyalty training , establishing trust , gitomer , jefrrey gitomer , professional sales training , selling skills , selling with social media.

Call-back 198

Call-back Hiring Social Media Loyalty 198

Jeffrey Gitomer

FEBRUARY 9, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals.

Hiring 182

Hiring Social Media Loyalty Cancellation 182

The Sales Hunter

MARCH 1, 2012

If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. What are the needs the customer has and have they expressed at least 3 needs to you? sales goals.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170