Jeffrey Gitomer

SEPTEMBER 20, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Skills You Need To Be a True Leader. Gitomer | September 20, 2011 | 1 Comment. Tweet Share If you’re a boss, manager, or leader of some kind, listen up. This lesson will help you clarify the real-world skills you need to be a true leader. I’m talking about the leadership qualities needed to succeed: the action items, principles, and skills to employ so leadership works.

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Hiring Training Social Media Loyalty 294

The Pipeline

SEPTEMBER 23, 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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Pointclear

SEPTEMBER 23, 2011

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.

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No More Cold Calling

SEPTEMBER 22, 2011

Top salespeople deliver true business ROI. Do you? It’s the harsh truth, yes. Savvy salespeople know that clients only care about what we do for them—how we impact their business. Then why, when I ask sales teams why anyone should work with them, they begin every sentence with “we.” Client development and care depends upon more than pat, standard assumptions (and, please, stop cold calling ).

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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.

Sales Cycle

Jeffrey Gitomer

SEPTEMBER 23, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Percentage of sales success. How low can you go? Gitomer | September 24, 2011 | Leave a Comment. Tweet Share Jeffrey, I have to make 50 cold calls a week.” “Why?” “My boss said I have to. Everyone has to.” “Why?” “Because we’re trying to make new contacts and more new sales.” “Is there a better way to do that than cold calls?

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MTD Sales Training

SEPTEMBER 23, 2011

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle. Then, in Step II , you designed the individual sales stages. Now, let us look at what to do with this information and how the sales process will help you get better results from your sales activity and make more sales ! Let us use a hypothetical sales person whose sales process looks like this: Suspect Indefinite.

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Sales Training Connection

SEPTEMBER 19, 2011

Sales Call Planning. Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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SBI

SEPTEMBER 23, 2011

­UNDERCOVER BOSS was CBS’s Emmy-nominated #1 new series of the 2009-2010 season, averaging 17.7 million viewers. Its premiere episode ranks as the biggest new series premiere since 1987 and the most-watched premiere episode of any reality series. Clearly they’re on to something. In case you’ve missed it, each episode follows a different executive as they leave the comfort of their corner office for an undercover mission.

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The ROI Guy

SEPTEMBER 19, 2011

Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. This according to new research, The Considered Purchase Decision , a survey of 448 b2b buyers across a broad range of industries, confirming that as the economic malaise continues, Frugalnomics remains in full effect. The research revealed that price dominated in 64% of purchases, delivering great news for price leaders - those focusing on initial pricing advantages versus h

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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.

Sales

MTD Sales Training

SEPTEMBER 22, 2011

You have made the sale. However, understand that you have not closed the sale; in fact, you have just opened it. Here are three best practices for after the sale performance that will help you cultivate deeper relationships and turn more one-time customers into long-time clients. #1 – Continue to Sell. What happens to your enthusiasm for your product or service once you close the sale?

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Sales Training Connection

SEPTEMBER 21, 2011

Some sayings are right on the money; some are just plain misleading; and some are partial truths. When it comes to changing sales performance “practice makes perfect” is a partial truth. Practice + feedback makes perfect is more accurate. This small difference yields a huge dividend in sales training. Practice + Feedback = Effective Sales Training.

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Sales Training Advice

SEPTEMBER 23, 2011

People love to be heard. Everyone has a soap box stashed away, waiting for their moment. That’s why one of the greatest compliments you can give a person is to listen to them. It validates them as a person. So work at giving it to them. It sounds easy, but it’s one of the hardest things we can get people to learn, because all people have their soapbox, including you.

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SBI

SEPTEMBER 23, 2011

If you went to Dreamforce expecting to discover smart sales and marketing tools you didn’t yet know about, you’re in luck. But then again, “not so much.” My number one goal was to interview specific vendors (65 to be exact). The Expo was open for 21 hours during the four day event which seemed like plenty. When I did the math, however, I realized I would have to limit my visits to less than 20 minutes if I was going to see all 65 vendors.

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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

Data

MTD Sales Training

SEPTEMBER 21, 2011

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients. In the first step in creating your sales process, you determined the total length of time it should take to close the sale from start to finish, under optimum conditions. With a total allotted time line set for the entire sales cycle, the next step is to figure out each stage in the sales process.

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Sales Training Connection

SEPTEMBER 23, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques. The authors made the following observation about how to get more out of sales training programs: “Although it could be improved, the content of the training is not where the im

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Your Sales Management Guru

SEPTEMBER 19, 2011

Fix the Economy: Sale Leadership Must Be the Stimulus. By Ken Thoreson. While most eyes are on Washington DC and Wall Street to judge the health of the economy or to propose plans to that will “solve the problems”, everyone that reads this blog knows nothing happens unless a salesperson sells something! I am firmly convinced that the VP of Sales, Sales Director, or Sales Manager are the linchpins that drive the growth of any organization.

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Sales Training Advice

SEPTEMBER 21, 2011

You’ve heard it all before: Sales experts talk and talk about creating value. If we just create enough value for our clients, they will buy-whatever the price and whatever the economy. What’s new about that? Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing decisions. So now what? Offer New Ideas to Woo New Clients ….

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Lead Rank Lead Scoring System Referrals 63

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.

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MTD Sales Training

SEPTEMBER 20, 2011

Hello again fellow e-sellers, I have another (highly exciting) snippet for you from the MTD Watercooler. Are you ready for it? Well, it is my great pleasure to inform you that MTD are now the sole distributer of eselling® training in the entire of Europe – how fantastic is that! Over the past few months the success of MTD’s MD Sean McPheat’s bestselling book eselling® has ballooned massively, after receiving rave reviews from readers following the book reaching the number one spot on Amazon R

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BrainShark

SEPTEMBER 20, 2011

Last month I wrote a blog article titled, “ Creating Quality Training Videos In-House: Cheap, Fast, and Efficient ,” which was a “why-t

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Tom Hopkins

SEPTEMBER 19, 2011

The handshake is one of the most basic symbols of the world of selling. Managing it correctly is a selling skill worth mastering. Related posts: Rapport Building – Step 2: Remembering Names. Rapport Building – Step 1: The Power of Your Smile. 7 Steps to Establishing Rapport.

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Sales Training Advice

SEPTEMBER 20, 2011

Sales Performance is achieved by implementing certain strategies, procedures, and techniques. In a client-focused approach to selling (i.e., a relationship selling environment) we believe there are certain elements that contribute to your sales success. Listed below is an overview of these elements. 1. Prospecting — identifying the individuals and organizations that have a need for your products and services. 2.

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Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

MTD Sales Training

SEPTEMBER 19, 2011

The Sales Process is your guide; your step-by-step road map to sales success. To reach any goal or objective with consistency, you need a plan. The Sales Process is your plan, your blue print on how to turn a lead into a prospect, motivate a prospect to become a customer and help a customer become a long-term client. The Sales Process is like a funnel, where in you will deposit as many “raw subjects” as possible in the top of the funnel.

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The Science and Art of Selling

SEPTEMBER 19, 2011

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BrainShark

SEPTEMBER 21, 2011

Over the course of the year, my team at Current Analysis – a market intelligence and advisory firm – is called on to give custom presentations for key clients on a variety of topics. What’s happening with a specific technology?

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The ROI Guy

SEPTEMBER 21, 2011

The Windows Azure team needed to prove that its cloud platform made fiscal sense, comparing the TCO savings of its cloud platform to existing on-premise options. To address this opportunity, Alinean analysts worked with the Azure team to create the Azure TCO Calculator, determining that in most configurations, at least 40% can be saved with SaaS, along with service level, performance and scalability improvements, making it a perfect choice in frugal times.

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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?

Marketing

Sales Training Advice

SEPTEMBER 17, 2011

Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as well when those satisfied customers tell their friends and colleagues about you.

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Sales Gravy

SEPTEMBER 19, 2011

Hiring good salespeople is one of most important tasks a manager faces. Few decisions are more essential to the success of your company than who represents your products and services.

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BrainShark

SEPTEMBER 21, 2011

This post originally appeared on the blog of our great partner m62 visualcommunications.

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