Tue.Jan 15, 2019

Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh.

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Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

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How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling.

More Trending

Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.

SBI’s October 2018 CSO Newsletter

Sales Benchmark Index

New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Salesperson leaving the company? Commissions due?

Jeffrey Gitomer

Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired.

Avoiding Cancellations: How to Handle Your Buyer’s Remorse – Part 1

Jeff Shore

By Amy O’Connor. There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Why Enablement Is Not Enough: Enter Empowerment


When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great.

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Always Be Helping > Always Be Closing

The Center for Sales Strategy

It's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more. sales process sales cycle sales strategy

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Each team has insights that are integral to the success of the other.”.

Starting With A Blank Sheet Of Paper

Partners in Excellence

I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Are You Beginning to Make Progress?

Smooth Sale

Attract the Right Job or Clientele: By December, we eagerly look forward to celebrating the end of one year and are mentally onto the next. Resolutions are made, and we are excited about executing a new plan. But what sometimes unfolds reveals a brand new story. My Story.

Building Your Support System

Partners in Excellence

This is one of those topics I never thought I would have to write about. It’s a subject I assumed was such common sense and common practice that there was no value I could add by writing about it. Turns out, I’m probably a little naive.

Multiply Your Sales Coaching Efforts with Modern Learning


At a global contact lens provider, the sales training team recently overcame an all-too-common challenge: doing more with less. Charged with the training and long-term development of 150 medical device salespeople across the U.S.

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics

Smart Selling Tools

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

How Safe is Your Job in 2019?

Shari Levitin

As the battle rages on between robots and human capital, many sales professionals are asking themselves the question, “Am I replaceable?” It’s a valid concern. The post How Safe is Your Job in 2019? appeared first on SHARI LEVITIN. Keys to Success Selling Techniques

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What are the differences between live and recorded sales call coaching?


Like many things in life, the answer is “it depends.” Live or recorded sales calls are both a critical component of sales coaching. With inside sales teams becoming more prevalent, it’s no wonder that coaching […]. The post What are the differences between live and recorded sales call coaching? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Call Barging call recording Coaching sales coaching

4 principles of the consultative sales approach

Base CRM

Have you ever heard the phrase, “People don’t like to be sold…but they love to buy?”. The consultative sales approach reflects the truth of this statement. In other words, customers don’t like a sale pushed on them. It only feels like the sales rep is interested in making a commission rather than actually caring about needs. Consultative selling helps to avoid this problem.

Don’t Hire (Only) People Like You

Leading Results Rambings

Scientific research suggests that when hiring employees, managers look for the baseline of technical skills first – but really want people they can bond with and feel good around.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Building Your Brand of Gold: 6 Step Process


There is a lot of conversation circulating about building your personal brand.

A Conversation With Scott Leese: How to Weather the ‘Ups and Downs’ of Sales While Building Your Career


Scott Leese, SVP Sales, Qualia. As anyone in sales knows, the disparity between the good days and bad days can quickly eat away at your resolve until it seems like you’re hanging on by a thread.

Building Your Brand of Gold: 6 Step Process


There is a lot of conversation circulating about building your personal brand.

How Salespeople Can Make Videos Quickly and Easily for Social

Hyper-Connected Selling

When I’m speaking to sales teams on the power of sharing content online, one of the most common responses I get is: “How am I going to find the time!”

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Trojan Horse

Selling Energy

When it comes to proposing energy changes, it may seem overwhelming to your prospects. They may perceive it as a hassle-filled process with paperwork and government interference, or something that has little value to them.

Hard Selling? Not Any More


In this our next in this series on the biggest mistakes you can make today in B2B sales, we’re going to talk about hard selling—you know, that pushy, insistent, “wear-‘em-down-till-they-buy” approach from years gone by. Or, rather, we’re not going to talk about it. For in today’s sales world, it doesn’t work at all. Today it’s soft skills that are more important than ever, and becoming increasingly so as time goes by.

3 Free Tools To Help Your Images Pop

Fill the Funnel

3 Free Tools To Help Your Images Pop Images, graphics, photos, and videos are all powerful tools to get your message noticed. Social media has put more demands than ever before to be able to create and share images in your online activities. The challenge is that the pro-level tools like Photoshop are time-consuming to […]. The post 3 Free Tools To Help Your Images Pop appeared first on Fill the Funnel. Marketing Sales Web Tools background editor Images photo editor resize