No More Cold Calling

JUNE 6, 2013

They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. They translate expected business results into ROI at the beginning of their sales cycles. . How and when in your sales process are you communicating ROI to your clients?

ROI 258

ROI Conversion Loyalty How To 258

Jeffrey Gitomer

MAY 13, 2013

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. The bigger secret is to trigger it by making a “sale” call on Monday.

Decision Maker 226

Decision Maker Loyalty Guidelines Guarantee 226

Jeffrey Gitomer

APRIL 21, 2011

Online Training. Tweet Share Sales Truth: Salespeople become known by the questions they ask. 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. See Jeffrey Live! Hire Jeffrey.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

FEBRUARY 18, 2011

Online Training. Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. 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. Customer Loyalty.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Jeffrey Gitomer

MARCH 3, 2012

Online Training. Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. Get Sales Blog Updates. Customer Loyalty. Categories.

Hiring 171

Hiring Social Media Hotels Loyalty 171

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

MARCH 7, 2012

Online Training. Make More Sales By Avoiding These Common Blunders. 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? Get Sales Blog Updates.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

DECEMBER 16, 2011

Online Training. The 100-year path to a sale is over: Road Closed. 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? Get Sales Blog Updates. Sales Videos.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Jeffrey Gitomer

MAY 9, 2011

Online Training. I’m Slumping, And I Can’t Get A Sale!” Not making enough (or any) sales? When you have the pressure to sell, the prospect senses it, and backs off. Here are the prime causes of sales slumps… [.]. Get Sales Blog Updates. Customer Loyalty. Sales Management.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

MARCH 30, 2011

Online Training. 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!

Social Media 158

Social Media Hiring Loyalty Media 158

Jeffrey Gitomer

OCTOBER 28, 2011

Online Training. Tweet Share In my early intensive days of learning sales and attitude (1972-1973), I was taking a four-hour sales and attitude training class EVERY DAY from 8am-noon. All of my fellow learners (there were nine in the group) immediately took a lunch after the training – except me. Good stuff.

Hiring 181

Hiring Social Media Loyalty Energy 181

Jeffrey Gitomer

JUNE 14, 2011

Online Training. 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. Get Sales Blog Updates.

Networking 325

Networking Hiring Trade Show Social Media 325

Jeffrey Gitomer

DECEMBER 14, 2011

Online Training. 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!

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

Jeffrey Gitomer

AUGUST 23, 2011

Online Training. 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. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Jeffrey Gitomer

MARCH 16, 2011

Online Training. Eight Personal Barriers to a Sale | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share There are eight personal barriers to a sale. These barriers are caused by YOU either before, during, or after the sale. -->. Get Sales Blog Updates. Customer Loyalty.

Hiring 226

Hiring Remedy Social Media Loyalty 226

Jeffrey Gitomer

OCTOBER 14, 2011

Online Training. 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.

Hiring 164

Hiring Follow-up Social Media Loyalty 164

Jeffrey Gitomer

APRIL 26, 2011

Online Training. 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. Customer Loyalty.

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

Jeffrey Gitomer

FEBRUARY 14, 2011

Online Training. The Real Way to Beat Price | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. 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. Categories.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

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 74

Ideal Customer Profile Lead Rank Lead Scoring Proposal 74

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

Jeffrey Gitomer

JULY 12, 2011

Online Training. Tweet Share Join Jeffrey and co-host Andy Horner, Chief Architect of Ace of Sales , for their next LIVE webinar on Wednesday, July 20. 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. Get Sales Blog Updates.

Course 143

Course Hiring Webinar Metrics Social Media 143

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

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 52

Ideal Customer Profile Lead Rank Lead Scoring Proposal 52

Allego

SEPTEMBER 15, 2022

There’s no denying the impact effective sales coaching has on a business. 56% higher customer loyalty. Plus, it’s harder than ever for sales managers to get face time with their sales reps to conduct those kinds of discussions, Smith added. They share photos, demos, practice tracks, and prospecting examples.

Sales Coaching 62

Sales Coaching Coaching Remedy Call-back 62

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

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

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

Your Sales Management Guru

OCTOBER 13, 2015

In addition, such a tool helps a salesperson and sales manager, who are looking at planned activities far enough ahead, to ensure that consistent activities are in place to build pipeline values that will provide enough prospect opportunity to exceed individual quotas or personal goals. Training and Development.

Revenue 40

Revenue Hiring System Case Study 40

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. Intrigued but slightly dubious? Switch things up.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

JUNE 26, 2023

It’s important to define what ‘productivity’ means and identify related indicators to determine when a new sales rep consistently meets that criteria. Monitoring this key metric helps set sales targets and forecast revenue. A shorter time is indicative of high-quality sales training and onboarding.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

Highspot

NOVEMBER 1, 2022

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. Intrigued but slightly dubious? Switch things up.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. How to Get a Meeting with Anyone. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. The Seller’s Challenge.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Pipeliner

SEPTEMBER 29, 2020

When your sales reps don’t have to commute to meet prospects for in-person discussions, there will be a lot of spare time in their calendars to utilize smartly. With the help of a robust internet connection, you can pitch to prospects worldwide while selling virtually. No Time Waste In Commuting To The Workplace.

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Sales Evangelist

JULY 24, 2019

He invests in companies, buys companies, and he trains the salespeople in these companies to raise money. He knows this works because companies tell him that their sales averages have doubled, that they’re closing deals, and that they’re raising money effectively. Even when people are trained, we still make mistakes.

Trends 66

Trends Negotiation Buyer Benefit 66