Jeffrey Gitomer
JULY 29, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. For the love of sales, not the love of money. Gitomer | July 29, 2011 | Leave a Comment. Tweet Share Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers? These are not questions I pulled out of the air.
The Pipeline
JULY 18, 2011
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No More Cold Calling
JULY 21, 2011
Everyone is responsible for business success. Yes, even you. Typically, professional services people aren’t strong in the business development department. In fact, many shy away from it so much, they call it practice development. They view “sales” as a dirty word and can’t even spell “marketing.”. Many refer to their business development activities as “marketing.
Pointclear
JULY 25, 2011
This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Hunters are sales people with an instinct for closing deals and acquiring new customers. Instinct cannot be taught so few salespeople become great hunters.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
HeavyHitter Sales
JULY 1, 2011
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
JULY 7, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why Can’t You Get More Referrals? Gitomer | July 7, 2011 | Leave a Comment. Tweet Share The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for. The definition of “referral” is: Risk.
The Pipeline
JULY 19, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
JULY 14, 2011
Smart sales pros are always “on.” The concise and precise message makes it easy. On a recent flight to Atlanta on Delta Air Lines, a flight attendant announced a great deal on the VISA and American Express Delta Sky Miles credit card. Mile-High Sales Club? You Bet. After the announcement, a flight attendant walked through the cabin and handed out applications.
Pointclear
JULY 11, 2011
Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
HeavyHitter Sales
JULY 19, 2011
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
MTD Sales Training
JULY 29, 2011
In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…”. Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories. Like “King Kong’s Got Nothing On Me,” from Memories of a Sales Manager, some stories are funny, some are serious, but all have a strong sales message!
Jeffrey Gitomer
JULY 26, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What should a business lunch consist of? Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building a relationship and trying to make connections. 2. New prospective customer not looking to buy yet. 3. New prospective buyer getting ready to buy. 4.
The Pipeline
JULY 29, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
No More Cold Calling
JULY 5, 2011
A referral without an advance, agreed-upon introduction is a cold call. Don’t ice your opportunity! My phone rang at 4 p.m. on Friday, July 1 st —my last call before the long 4 th of July holiday weekend. A woman named Sue introduced herself—very friendly—and told me that she had been referred by Jane (someone I know well). First, Sue complimented me on my website.
Fill the Funnel
JULY 11, 2011
I wrote a post over a year ago titled “ Gmail-Most Powerful Web Tool in the World ” in which I laid out my argument that a Gmail account provides not only a functional, cross-platform email solution, but more importantly a key to the rest of the Google toolset. Since that post, Google has continued their experimentation, innovation and acquisitions, increasing the capabilities and value of Gmail exponentially.
The ROI Guy
JULY 25, 2011
Although social media marketing is popular amongst marketers, with 80% of companies with at least 100 employees using social networks for marketing this year, it’s still not a top strategic priority. Penn, Schoen & Berland , in a survey of executives who have final say or significant input on social business strategy, found that only 27% listed social business as a top strategic priority.
MTD Sales Training
JULY 27, 2011
You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. However, when you call back to accomplish the next step in the sales process, to set the appointment, disaster strikes.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Jeffrey Gitomer
JULY 21, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Can leaders influence without authority?…Hardly. Gitomer | July 21, 2011 | Leave a Comment. Tweet Share I just read this quote: “The key to successful leadership today is influence, not authority.” It’s sounds good when you first hear it, but it’s not only completely without merit, it’s also downright dangerous.
The Pipeline
JULY 25, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
Sales Training Connection
JULY 27, 2011
sales call. Continuing the storytelling focus of a prior post , we came across another blog post on story telling. In that post , this central argument is reinforced: the ability to “sell through storytelling” is a consistent characteristic of top sales performers – particularly in new market categories or high-value purchases where the prospect often simply decides to “do nothing”.
BrainShark
JULY 27, 2011
Marcus Schaller, President of B2B for Humans, a firm specializing in marketing, prospecting, and lead generation, is also a myBrainshark Learning Provider. Information overload.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
The ROI Guy
JULY 11, 2011
CFOs and other executives are in more control of IT purchases than ever, this according to recent research by Gartner, Inc., Financial Executives Research Foundation (FERF) and the Committee of Finance & IT (CFIT) of Financial Executives International (FEI). The study reveals that CFOs have more influence than many would expect - authorizing 26% of all IT investments.
MTD Sales Training
JULY 25, 2011
You worked hard to get the contact information of the decision maker (DM). You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. Everything is going along perfectly as to your sales process.
Jeffrey Gitomer
JULY 19, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Business plans, five-year spreadsheets, and other fairy tales. Gitomer | July 19, 2011 | 1 Comment. Tweet Share I have no business plan. I have no spreadsheet with five years of projected earnings. There are two reasons: Most business “plans” never come to fruition, and five-year sales projections are about as accurate as political polls.
The Pipeline
JULY 4, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
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The Science and Art of Selling
JULY 4, 2011
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BrainShark
JULY 31, 2011
For those of you following me, you know I have been enamored with my iPad and determined to make it my primary device, as least while travelling and on the road for work. Last week, I was travelling and on the road, but not for work.
The ROI Guy
JULY 5, 2011
The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. Worldwide IT spending is estimated to grow by 7.1% in 2011, this despite headwinds from the Japan disaster, Greece debt crisis, high oil / gas prices, and doubts over US spending / debt. Gartner’s forecasts are up significantly from estimates earlier in the year, when 5.6 % growth for 2011 was the prediction, despite the disaster and perceived pause in the global
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