Igniting Sales Transformation

SEPTEMBER 16, 2019

Gartner has defined Customer Experience Management as “the practice of designing and reacting to customer interactions to meet or exceed customer expectations and, thus, increase customer satisfaction, loyalty and advocacy.”. The most common strategy to engage new prospects starts with content. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

MARCH 3, 2012

You can even bring a friend, co-worker, or even a prospect and I’ll help you close them. If you want real world sales and you want real world leadership gold, I challenge you, come to my seminar and let me help you get to where you need to be in 2012. Get Sales Blog Updates. Customer Loyalty. Share this Post.

Hiring 171

Hiring Social Media Hotels Loyalty 171

Jeffrey Gitomer

FEBRUARY 18, 2011

Most sales people stop at the end of the selling process. They go through the same old crapola, of prospect , the point, present, close, follow-up! 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.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Jeffrey Gitomer

MAY 13, 2013

It makes you feel great to capture a sale to start your week. NOTE WELL: Since there are a lot of companies having sales meetings on Monday AM, you’re as productive as you can be with an appointment. You can start making sales calls after 10am. (If Call the prospect on Friday and confirm it. Sounds simple.

Decision Maker 226

Decision Maker Loyalty Guidelines Guarantee 226

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would someone listen to your time-worn sales pitch/tricks without a hint of value coming from you? Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Why on earth would you try to sell your prospect, when all they want to do is buy? Get Sales Blog Updates.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Sales and Marketing Management

NOVEMBER 4, 2019

Instead of “one and done,” communications or experiential activities, consider building birds-of-a-feather communities that keep your audiences engaged during those times when you’re not having face-to-face interactions at live events and meetings. Also, get your customer outreach into the real world.

Face-to-face 136

Face-to-face Channels Intent Construction 136

Jeffrey Gitomer

MARCH 7, 2012

Blaming the prospect for your issues. Delivering your sales message, not their buying message. Why are you making a “sales presentation” without understanding why the prospect may want to buy? Trying to “type” the prospect. Trying to “mirror” the prospect. Sales Videos.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

MAY 9, 2011

When you have the pressure to sell, the prospect senses it, and backs off. Want to learn ways to help cure sick sales? Here are the prime causes of sales slumps… [.]. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck!

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

MARCH 30, 2011

When you create a connection, it’s an indicator that that prospect, or that customer, or that person wants to continue the online relationship, which may lead to real business. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! Categories.

Social Media 158

Social Media Hiring Loyalty Media 158

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her.

Networking 325

Networking Hiring Trade Show Social Media 325

Engage Selling

SEPTEMBER 6, 2019

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting. … Read More »

Sales Meeting 88

Sales Meeting Follow-up Meeting Prospecting 88

Jeffrey Gitomer

DECEMBER 14, 2011

Prospects must first believe in (and like) the messenger, or the message has no credibility. Here are a few things that make you strong enough to make a sale: Your image. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Dont let your next sales meeting suck! JGBootcamp.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” They concentrate on the system and not the prospect. Let me give you the non-sales skills version. Get Sales Blog Updates. Customer Loyalty. Sales Management.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Jeffrey Gitomer

MARCH 16, 2011

What about choice of wrong target customers (prospects) who cannot afford; has no need for product/service and also the possibility that he never understood all that was said, besides his inability (powerless) to decide. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Share this Post.

Hiring 226

Hiring Remedy Social Media Loyalty 226

Jeffrey Gitomer

OCTOBER 14, 2011

Get your prospect a sales lead. Give your prospect an idea how to serve his customers better. Give your prospect ten things he can do to improve his morale, productivity, absenteeism, or profit. Get your prospect some free publicity or media exposure. Get Sales Blog Updates. Customer Loyalty.

Hiring 164

Hiring Social Media Follow-up Loyalty 164

Jeffrey Gitomer

SEPTEMBER 7, 2011

If you’re in sales for the money, get out now and become a lawyer, or worse, a politician. A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. Failing to realize that the prospective customer has heard the same pitch 20 times. Get Sales Blog Updates.

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

APRIL 26, 2011

Inspirational, I have used Jeffreys videos for those Mondays when the moan factor is coming over the horizon or whenever i fell myself slipping into the blame game, his words and the thought patterns they have led me to I can honestly say are the 10% differential in my sales this year versus last. He makes sales cool again.

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

Smooth Sale

DECEMBER 18, 2018

When we can deliver as much as possible in the manner prospects desire, they become loyal clients. Each prospect’s answer will be different. But if we work to project what we preach, two results will boost the company bottom-line: Client loyalty. Employee loyalty. Sales Tips for Projecting What You Preach.

Airlines 60

Airlines Loyalty Hiring Commission 60

Jeffrey Gitomer

OCTOBER 28, 2011

I had new attitude lessons and new sales ideas, and if you can imagine a daily sales lesson lasting four hours, I was ON FIRE! I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos.

Hiring 181

Hiring Social Media Loyalty Energy 181

Jeffrey Gitomer

FEBRUARY 14, 2011

Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Get Sales Blog Updates. Customer Loyalty. Dont let your next sales meeting suck! Little Red Book of Sales Answers. Tough is it not? Speak Your Mind Cancel reply.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

Jeffrey Gitomer

JULY 12, 2011

One of the marks of a great sales pro is the ability to deliver value through your expertise, insight, and ideas you give to customers routinely. By attending the webinar you will learn how to deliver value first, give value without expectation, give it often and give it to your prospects and customers! Get Sales Blog Updates.

Course 143

Course Hiring Webinar Metrics Social Media 143

Sales Hacker

JULY 1, 2020

In fact, 80% of high-growth sales development organizations rely on a multi-touch sales strategy for exactly this reason. Calling your prospects. Sellers have been using phones to drum up sales for decades. We’ll talk more about sales call techniques later in this post. Texting your prospects.

Pivotal 79

Pivotal Inside Sales Strategy Face-to-face 79

Janek Performance Group

MARCH 8, 2022

In the best-case scenario, you’ve been given the heads-up by your sales manager that a price increase may be on the table. In the worst-case scenario, you had no warning and were informed at this morning’s sales meeting, which caused you to Google ‘how to handle a price increase as an account executive.’

How To 62

How To Account Loyalty Lead Rank 62

Sales Hacker

JULY 26, 2023

Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. Real-life example: Creating ChatGPT parameters Nothing is more tedious than getting a long email from a prospect you need to pull key ideas out of and rewrite for the CRM. Researching ICPs and pain points Need to know more about your prospects?

Ideal Customer Profile 75

Ideal Customer Profile Lead Rank Lead Scoring Proposal 75

MTD Sales Training

MAY 3, 2011

There are, of course, many reasons why people buy from you, but they all tend to fit into specific categories and if you are able to observe and ascertain the real reason why your prospect says ‘yes’ to you, then you have a good platform to build on for the next prospect. 4) The combatability of the two companies.

Buyer 120

Buyer Loyalty Course System 120

Smooth Sale

DECEMBER 4, 2018

Similar to the original sales meeting where everyone thought the idea to be ridiculous, I was the only one on the street embracing the concept of greeting people with sweets. Begin each meeting with an inquiry about vacation plans. Do You Build Client Loyalty? . Do You Know What Sells Best? .

Decision Maker 60

Decision Maker Quota Commission Loyalty 60

LevelEleven

JULY 16, 2018

Picture this: you’re in a sales meeting with your team, and everything is going smoothly. In the world of sales, there are many terms and acronyms that are unfamiliar to new employees, as well as seasoned salespeople. Inside Sales . SQL (Sales Qualified Lead). SAO (Sales Accepted Opportunity). Sales Funnel.

Lead Rank 48

Lead Rank Marketing Qualified Lead Ideal Customer Profile Sales Qualified Lead 48

Allego

SEPTEMBER 15, 2022

There’s no denying the impact effective sales coaching has on a business. 56% higher customer loyalty. They share photos, demos, practice tracks, and prospecting examples. They can listen to their recorded sales calls, watch their video sales meetings, and watch video of themselves practicing their pitches.

Sales Coaching 62

Sales Coaching Coaching Remedy Call-back 62

Sales Hacker

JULY 26, 2023

Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. Real-life example: Creating ChatGPT parameters Nothing is more tedious than getting a long email from a prospect you need to pull key ideas out of and rewrite for the CRM. Researching ICPs and pain points Need to know more about your prospects?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Proposal 52

SugarCRM

JULY 26, 2022

It takes customer research and a series of decisions to go from cold prospect to ready-to-buy. The process begins with a wide opening to let many prospective buyers in. Activation & Loyalty & Advocacy | Bottom of Funnel (BOFU). Sales Funnel. Sales focus on taking leads across the finish line to conversion.

Top of Funnel 26

Top of Funnel Lead Rank Funnel Marketing Qualified Lead 26

The ROI Guy

JULY 9, 2018

The bad news however, 62% of buyers say salespeople meet, but don’t exceed their expectations. Over 70% wait until needs are defined before taking a sales meeting, and almost half have already identified a solution. Most buyers ( 58% ) saw little difference among sellers, and 10.4% found no difference at all.

ROI 53

ROI Survey Quota Vendor 53

The Brooks Group

JUNE 7, 2016

Rotate through your reps each week to have everyone give a 10-15 minute presentation during your sales meeting on one best practice. . A common language allows marketing and sales to stay tightly aligned , ensuring that brand messaging is always clear to prospects—and to new reps that are just getting acclimated. .

Hiring 58

Hiring Pivotal Loyalty SalesForce 58

Sales Training Advice

SEPTEMBER 30, 2011

This includes increasing sales, market share, customer loyalty; reducing costs, errors, or employee turnover; and improving productivity, employee engagement, and customer service. How will you reduce your prospect’s risk factor? C-level decision makers spend the bulk of their day in meetings.

Decision Maker 91

Decision Maker Face-to-face Call-back Loyalty 91

Sales Training Advice

MARCH 14, 2013

Yes, I’ve heard the adage that “people don’t care what you know until they know that you care”, and although in many cases it’s true, it doesn’t hold true for sales, and certainly not for an initial sales meeting. And if you try to move a conversation from “how about those Eagles” directly into your sales pitch, you’re done.

Pivotal 44

Pivotal Up-Sell Loyalty Sales 44

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Highspot

DECEMBER 5, 2023

As a result, consultative selling can help your team build deeper, more individualized relationships with each prospect while working to solve customer needs through compassionate insight. And these kinds of relationships can generate a lot of customer loyalty down the road. Curious to learn about the rules of prospect engagement?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52