Jeffrey Gitomer in The Wall Street Journal – Why Divas Need Make No Apology

Jeffrey Gitomer

The post Jeffrey Gitomer in The Wall Street Journal – Why Divas Need Make No Apology appeared first on Jeffrey Gitomer’s Sales Blog. Tweet “About a dozen times a year, strangers invite Jeffrey Gitomer to lunch, hoping to ask him for career or business advice.

Hong Kong Journal Day 3

The Sales Leader

A win has to be considered a win by both parties. When a seller is happy, and the buyer is are happy, you have a successful sale. Observations from the real World

Hong Kong Journal Day 5: Never Assume

The Sales Leader

Hong Kong is the fastest moving city I have ever been in. People are on the go every minute of the day. Racing from one meal to the next, and one appointment after another from what appears to be 6 in the morning to 10 at night.

Dreams Are the Fodder for Your Future Goals

Increase Sales

When working with executive coaching clients I have them work in a dream journal. The initial work in this dream journal is slow at best. Self Improvement day dreaming dream journal executive coaching future goals Leanne Hoagland-Smith lost the ability to dream negative conditioning

The Wall Street Journal Lists The Top Seven Sales Coaches On Twitter

Keith Rosen

” Clicking on his link, I happened to find an article in the Wall Street Journal , naming these top seven coaches on Twitter. Then I remembered doing an interview with a journalist for the Wall Street Journal several months ago, regarding another topic.

On the Road to Nowhere -- Failure to Define, Support and Drive.

The Sales Hunter

John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

Ten Tips for Getting to “Win-Win” … Every Time

Jonathan Farrington

News: Having just completed the next batch of FREE “How To” EBooks yesterday, I am duty bound to remind you that you can receive one every week for a whole year when you subscribe to the monthly JF Journal over at JFA - how much does it cost to sign-up?

Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014.

The Age of Social Network Selling

Sales and Marketing

Teaser: A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. Issue Date: 2013-02-04. Author: Brian Rowland.

The Power of Psychographics in Prospecting and Selling

Janek Performance Group

The term was popularized by William Wells in his 1975 article for Journal of Marketing Research, titled “Psychographics: A Critical Review”. One of the hot new buzzwords in marketing and prospecting in recent years is psychographics, or psychological metrics. 40 years later, it experienced a resurgence in popularity after a Harvard Business Review article on the topic. But what is it exactly, and how can it help you with converting leads into prospects, and prospects into opportunities?

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing

Create a development plan – journaling. The most effective development plans are those used every day, especially daily journals. The right journal will ask your team questions like the above, helping them create a personal development plan tailored to their development areas. Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling.

A Discussion with Stu Heinecke (#podcast)

The Pipeline

Some of you may be familiar with Stu Heinecke, a Hall-of-fame-nominated marketer and Wall Street Journal cartoonist, see example above. By Tibor Shanto – .

Medical device sales – four ways to differentiate from the competition

Sales Training Connection

Device Hire Wire Journal. In September, one of our medical device sales posts was reprinted in the Device Hire Wire Journal. From time to time, you can find Sales Training Connection posts reprinted on other blogs. The post shares four ways medical device sales reps can differentiate themselves from their competitors.

The Unexamined Life Is Not Worth Living

Increase Sales

There are different ways to reflect: Journaling. Today here in the USA is Memorial Day. This is a national holiday to remember and honor those fallen military individuals who gave their lives for our country.

Guess What? You Might Be a Sales Geek and Not Know It

Increase Sales

Is part of your work week centered around reading journals, blogs and news articles regarding sales and business? Are you a sales geek? Think not? The definition of the word geek has changed over time as I recently learned from my daughter.

Megan Muldary, Sales Operations at TUNE: Heart Forward Communication & Empathy

She graduated from Western Washington University with a BA in Journalism and Minor in History. Episode #15: Women in Sales Series. Listen: Soundcloud | iTunes | Your Favorite Podcast App ??. Watch: YouTube. Previous Guests: All Episodes.

The 12 Days of Increase Sales Leadership Questions - Day 1

Increase Sales

Possibly start a journal and begin to documents what you are doing differently. To increase sales leadership results begins not on the outside by attending some sales seminar or reading some sales or business book but on the inside. During the next couple of weeks, I will be posting 12 questions you can ask yourself. These are questions of self reflection where you probably won’t find the answer in a book or a motivational speech.

A Sales Gravy Interview with Colleen Stanley - President of SalesLeadership, Inc.


Colleen is a monthly columnist for Business Journals across the country, author of ‘Growing Great Sales Teams’ and coJeb Blount, CEO of, had the pleasure of interviewing Colleen Stanley, founder and president of SalesLeadership, Inc.

I’m not your guru

Sales 2.0

S cribe: “Scribing” is journaling, basically writing stuff down. I am not your guru. But…. I don’t do this much, but in this post I’m going to write about motivation and stuff in your head.

The 12 Days of Increase Sales Leadership Questions - Day 6

Increase Sales

Again, this is where journaling can support facing those fears. Now another simple increase sales leadership question: What is keeping you from changing that one behavior which would improve your results? Here is where as some say the rubber meets the road. Identifying what is keeping us from realizing the change we want requires us to look down deep inside and face the truth. This truth may not be pretty.

“Why Evolve?”: Researching the Best Upselling Techniques

Corporate Visions

The “why evolve” study, done in partnership with the International Journal of Sales Transformation, is covered in depth in the latest issue of the journal of the same name.

Tracking Executive Changes at Your Most Important Accounts


For CIOs and CFOs, watch the Wall Street Journal’s CIO Journal and CFO Journal. Here’s a fact that should get your attention: The number of CEOs who left their jobs at U.S.-based

How you manage makes a difference

Sales and Marketing

Dynamic spread of happiness in a large social network: longitudinal analysis over 20 years in the Framingham Heart Study,” British Medical Journal, 2004. Social Enhancement and Impairment of Performance in the Cockroach,” Journal of Personality and Social Psychology, No.

Sustainable Sales Success - Tip #15 Expertise

Increase Sales

Yes it does require dedicating time to reading the perspectives of others from blogs, journals and books. People buy from people they know and trust. Your sustainable sales success can be directly traced back to how much people trust you. Expertise is one of the crucial factors that works to build that trust. Some industries such as real estate, financial and healthcare require continuing education units to ensure their members have a high degree of competence.

In a Topsy Turvy World Reflection Creates Clarity and Maintains Balance

Increase Sales

You may wish to journal your responses and make this a weekly habit. For many our lives indeed are “Topsy Turvy.” ” We are busy, busy, busy. Sundays are a day of rest, of contemplation and reflection.

What’s In Your Personal Action Plan?

Increase Sales

Over time I have added additional sections to my personal action plan including: Daily Journal – Short reflection on each day. Dream Journal – My wish list of people I want to meet; places I wish to go; things I wish to do.

Letting Others Shine Can Get You Sky-High Referral Rates

Sales and Marketing

Word-of-mouth marketing is hard to get, but brands that foster a strong emotional connection between themselves and customers tend to receive three times more than brands that don’t, according to a 2016 study published in the Journal of Global Scholars of Marketing Science. Plus, a study published in the Journal of Marketing Research found that customers who were given a product were 20 percent more apt to talk it up.

One word that changes everything

Sales and Marketing

Teaser: As this issue was going to press, the Wall Street Journal published a story by Bill Gates in which he explained that the secret to fixing the world’s biggest problems could be summarized in one word: measure. As this issue was going to press, the Wall Street Journal published a story by Bill Gates in which he explained that the secret to fixing the world’s biggest problems could be summarized in one word: measure. Issue Date: 2013-01-01.

Leaders Are Readers So What Have You Read Lately?

Increase Sales

Between the blogs, the online journals, the eBooks to printed publications everyone has access to reading great information. Stay informed in especially important in today, information overload culture.

Sales Motivation Starts with the Voices in Your Head

The Sales Hunter

Put these into a journal. Use this journal as a tool you can read from each time you think the voices are starting to move in a negative direction. What are the voices in your head telling you?

The Art of Sales Conference – Toronto on January 26th, 2015

The Pipeline

JOHN JANTSCH – Wall Street Journal Bestselling Author. Yes it is that time of year again, time for the Art Of Sales in Toronto, and while January may seem a bit away, it’s not, and now is the time to plan ahead.

Sales and the art of chitchat

Sales Training Connection

But as Elizabeth Bernstein recently shared in the Wall Street Journal there are a number of hidden benefits for those who are good at the art of chitchatting a/k/a schmoozing a/k/a having a social conversation – so perhaps it’s not wise to totally dismiss the relevance. Journal infographic.

Episode #065: The Art of Being Present with Lisa Copeland

Jeff Shore

She’s spoken to over 100 companies all over the country and her success story has been featured in prominent publications including the Wall Street Journal, the New York Times, Marie Claire, Bloomberg and Automotive News.

Why would a company ever outsource anything?


These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals. “… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”.

Sustainable Sales Success - Tip 07 - Time

Increase Sales

When waiting for appointments, these individuals may be reading a journal, a book, reviewing their next appointment or quickly responding to texts or emails. How a salesperson uses his or her time is probably one of the greatest contributors to sustainable sales success.

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing

He has been named to the San Antonio Business Journal’s 40 Under 40 list, and Stirista has won a DMA Silver ECHO award and a third-place DMN Award. Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention.

This Lady Right Here — Tasha Eurich Author of Insight

A Sales Guy

Why most approaches to self-awareness like therapy and journaling don’t actually work. I’m pumped to be interviewing this lady right here. New York Times, Best Selling Author, Tasha Eurich is going to be on Taught Leaders this Thursday at 2:00 EST, 11:00 PST.

Building Customer Relationships for Sales Success with Tracy De Cicco, Konposit

Igniting Sales Transformation

She has been published in an academic journal and has published recently on the topics of blockchain as well as the technology shift in digital advertising. I’m once again joined in this interview with co-host Carole Mahoney.

Breaking Through to CEOs and the C-Suite Part 3 By Stu Heinecke

Increase Sales

4 – Run an Ad in The Wall Street Journal ($10,000/contact). Rick Bennett is the master of this technique, which involves writing an open letter from you to your target, producing it as a full-page ad and placing it in The Wall Street Journal. Drawing Attention author Stu Heinecke is one of The Wall Street Journal cartoonists, a DMA Hall of Fame-nominated marketer, and founder and President of Seattle-based CartoonLink , Inc.

Answering the “Why Now” Question

Corporate Visions

In part one of a two-part series with the Journal of Sales Transformation, I looked at where business proposals are falling short and failing to create the urgency needed to answer the following question c-level executives are asking: Why should I buy now?