Pipeliner

MARCH 5, 2018

I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional sales “managers” spend their time enacting what the sales discipline prescribes. how to manage their sales funnel more productively. how to author a good sales proposal.

Sales Management 90

Sales Management Top of Funnel Loyalty Lead Rank 90

SalesFuel

MAY 15, 2024

Sellers have a major opportunity to cross-sell and upsell to current clients. This is a mistake, as they’re missing out on potential for increased revenue and loyalty. SalesFuel’s Voice of the Sales Rep study found that 25% of sellers say it is getting harder to upsell. But not all reps even make an attempt.

Hiring 52

Hiring Construction Loyalty Up-Sell 52

Sales and Marketing Management

DECEMBER 1, 2020

The truth is that poor performance from sales reps can be linked directly to the training their sales managers have received. Answering yes to any of the following questions suggests that you need to step up the training of sales managers at your company. Why Sales Managers Don’t Get Properly Trained.

Training 326

Training Hiring How To Coaching 326

Engage Selling

DECEMBER 11, 2014

Nonstop Sales Boom received a raving review by Ken Thoreson on Your Sales Management Guru! Have you picked up your copy of the book yet? Also, don’t forget to vote for Nonstop Sales Boom for Top Sales Book 2014 in the 2014 Top Sales Awards!

Sales Management 67

Sales Management Loyalty Quota Sales 67

Sales Management Plus -- SMP

JANUARY 25, 2023

A very important piece of the puzzle in your revenue plan is to leverage every insight you’ve gained to strengthen relationships with existing customers, giving them a greater sense of loyalty and encouraging more frequent purchases. Utilizing this powerful platform will give a huge boost to both relationships and sales.

Loyalty 52

Loyalty Campaigns Promotion Lead Rank 52

Zoominfo

JULY 13, 2023

By setting clear and aligned goals, sales reps have a target to strive for and their activities remain closely tied to corporate objectives. Custom sales manager reports can provide valuable insights into the team’s progress toward sales goals. Next up is enablement. Measuring progress.

Strategy 130

Strategy Customer Hiring How To 130

Sales Management Plus -- SMP

OCTOBER 23, 2023

Customer relationships are more important in distribution than making individual sales. But how is your post-sale follow-up? Following up with customer post-sale is an important way to make sure your customers know they mean more to you than just a sales transaction.

Follow-up 52

Follow-up Distribution Customer Loyalty 52

Miller Heiman Group

JULY 8, 2019

By doing so, an organization meets and exceeds buyer expectations, setting themselves up as a more trusted partner to solve business problems than their competition. As the economy fluctuates, organizations that invest in customer experience strategies are more likely to build loyalty and weather the storm than those that don’t.

Revenue 82

Revenue Hiring Sales Management Lead Rank 82

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Jeffrey Gitomer

AUGUST 10, 2011

Great post JG…I read a lot of your material, and this particular post is something that I’ve been working on with my team for a long time…getting past the objections long before they ever come up. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. The Sales Bible.

Hiring 297

Hiring Training Social Media Loyalty 297

Jeffrey Gitomer

JANUARY 3, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Speak Your Mind Cancel reply.

Referrals 228

Referrals Hiring Social Media Loyalty 228

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. Next step: pull up the org chart and decision-maker direct dials and start calling. Your competition wants in on the action, too.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

MTD Sales Training

FEBRUARY 8, 2018

I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. Happy Selling! Managing Director.

Hiring 175

Hiring Policies Ideal Customer Profile Salary 175

Jeffrey Gitomer

NOVEMBER 17, 2011

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Speak Your Mind Cancel reply.

Hiring 295

Hiring Social Media Loyalty Lead Rank 295

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. Get Sales Blog Updates. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. The Little Red Book of Selling. Categories.

Networking 314

Networking Hiring Prospecting Social Media 314

Sales 2.0

NOVEMBER 12, 2012

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

No More Cold Calling

MAY 29, 2014

The answer is simple: Verbally clarify expectations and follow up in writing! After the discussion, send a follow-up note to document and confirm once again. But time pressures, distractions, assumptions, and many other barriers make it easy to skip the follow-up or to loosely define expectations. It Only Takes a Minute.

Sage 296

Sage Small Business Small Business Follow-up 296

Jeffrey Gitomer

FEBRUARY 14, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Speak Your Mind Cancel reply.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Jeffrey Gitomer

MARCH 22, 2011

Three (more) fine lines of selling. | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share There’s a fine line between should I ask for the sale or not ask for the sale? Great salespeople always ask for the sale, and NEVER leave without confirming the next step in the sales cycle.

Hiring 244

Hiring Social Media Loyalty Cancellation 244

Jeffrey Gitomer

SEPTEMBER 29, 2011

Filed Under: Attitude , Overcoming Objections , Sales , Sales Management Tagged With: corporate sales training , customer loyalty training , customer service training , gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , selling with social media. Get Sales Blog Updates.

Quota 234

Quota Training Hiring Social Media 234

Steven Rosen

MARCH 30, 2017

Here are the top five areas that I have seen successful sales leaders focus on, to outperform their competitors. Engaging the Entire Sales Organization. We all know that highly-engaged sales reps will out-sell their less engaged counterparts. How do you engage the entire sales team is the challenge?

Lead Rank 294

Lead Rank Lead Scoring Leads Marketing Qualified Lead 294

Jeffrey Gitomer

JANUARY 31, 2012

SIGN UP NOW! Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Share this Post.

Webinar Metrics 169

Webinar Metrics Hiring Social Media Loyalty 169

Score More Sales

SEPTEMBER 2, 2014

What was so surprising to me and many others was the loyalty of the employees and customers for their company president, Arthur T. People were SO loyal to the cause, it was truly amazing and will surely be a Harvard Business School case study in the future about loyalty toward a strong leader. Not in this case. Increase Opportunities.

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

Jeffrey Gitomer

AUGUST 3, 2011

Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales leadership , sales skills. Get Sales Blog Updates. Customer Loyalty. Sales Management.

Hiring 268

Hiring Training Social Media Loyalty 268

The Pipeline

JANUARY 29, 2015

While I don’t want to get into the discussion as to whether relationship selling is dead, limping or doing just fine, there some aspects of relationship selling that need to be rethought. Specifically the kind of sales managers that relationship sellers end up being. They present expectations rather than set them.

Loyalty 120

Loyalty Vendor Commission Guarantee 120

Jeffrey Gitomer

MARCH 3, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Speak Your Mind Cancel reply.

Hiring 171

Hiring Social Media Hotels Loyalty 171

Jeffrey Gitomer

DECEMBER 6, 2011

Have You Signed Up For My Webinar Bootcamp Yet? Tweet Share Have you taken time to sign up for my webinar bootcamp yet? Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011!

Webinar Metrics 191

Webinar Metrics Hiring Social Media Loyalty 191

Jeffrey Gitomer

FEBRUARY 22, 2012

Sign Up For My Yes! CLICK HERE TO SIGN UP FOR THE WEBINAR! CLICK HERE TO SIGN UP FOR THE WEBINAR! Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Sales Bible.

Webinar Metrics 187

Webinar Metrics Hiring Social Media Loyalty 187

Cincom Smart Selling

FEBRUARY 9, 2016

We loaded up our Mercury Meteor and after endless hours of driving across the wasteland of Kansas, we final crossed the border into Colorado. I kept asking my dad to stop the car so I could just “run over to that mountain” and climb up to the top. Goals – Successful selling and deliberate goal-setting work together very well.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Jeffrey Gitomer

FEBRUARY 6, 2012

Sign Up For My February 8 Webinar – Closing the Sale [Space Is Limited]. Tweet Share Have you signed up for my webinar yet? It’s this Wednesday, February 8, and it’s all about closing the sale. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos.

Webinar Metrics 158

Webinar Metrics Hiring Closing Social Media 158

Janek Performance Group

MARCH 2, 2022

On the surface, it’s easy to see products as the center of your sales strategy. After all, products and services are the things you sell. Instead, even the best products need a sales strategy centered around the people who sell. Generally, happy products sell as much as unhappy products. They embody what they sell.

Strategy 117

Strategy Incentives Incentive Coaching 117

Jeffrey Gitomer

DECEMBER 28, 2011

Filed Under: Attitude , Customer Loyalty , General , Leadership , My Books , Sales Tagged With: attitude training , book on attitude , corporate sales training , customer loyalty training , establishing trust , gitomer , jefrrey gitomer , professional sales training , selling skills , selling with social media.

Call-back 198

Call-back Hiring Social Media Loyalty 198

Jeffrey Gitomer

MAY 27, 2011

Filed Under: Attitude , Leadership , My Books Tagged With: attitude training , business social media , corporate sales training , customer loyalty training , gitomer , Jeffrey gitomer , jefrrey gitomer , overcoming objections , sales management training , sales training. Get Sales Blog Updates. Sales Videos.

Hiring 315

Hiring Social Media Loyalty Cancellation 315

No More Cold Calling

APRIL 17, 2014

Because no one ever taught them how to sell. How many of us studied sales in college? But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. So what’s the secret to increasing sales effectiveness? Then there are 74% who are failing.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

Jeffrey Gitomer

MAY 18, 2011

The famous “ Mackay 66 ” brought attention to the importance of gathering personal information in the selling process. The difference between making a sale and building a relationship lies in your ability to get this information — and uncover the other information it leads to. Get Sales Blog Updates.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

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

FEBRUARY 9, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Speak Your Mind Cancel reply.

Hiring 182

Hiring Social Media Loyalty Cancellation 182