Steven Rosen

FEBRUARY 2, 2017

If you do a better job executing than your competitor, then you should take market share from them. In an informal survey of 12 Business Unit Directors where they were asked if they had a formal marketing plan in place, they laughed and said it was a given. Do you have a process to execute your strategies?

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

The Pipeline

JULY 31, 2014

Earlier in the week I wrote about the need for sales people to be “multilingual” in order to better understand and communicate with the types of buyers they may not have prospected or sold to in the past. Front line folks, sales people, factory workers, database analysts, etc. tend to be in the here and now.

Decision Maker 296

Decision Maker Enterprise Enterprise Objections 296

The Pipeline

JUNE 5, 2013

Ever wonder why some companies can generate as much revenues with less sales people than others with more? I think it has to do with the hoarder mentality that permeates sales thinking. “The Yet often the opposite is true, more often than not, less is more in sales accounts and territories.

Territories 303

Territories Top of Funnel Account Funnel 303

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. The most important exercises you’ll need to undergo in each area are outlined below. Foster team growth.

Sales Management 129

Sales Management Hiring Forecasting Pipeline 129

Janek Performance Group

JANUARY 11, 2022

But doesn’t the new you deserve new success? For many salespeople, along with personal resolutions, it’s helpful to set new sales goals. After all, you want to start fresh, create goals that are challenging and achievable. For many salespeople, along with personal resolutions, it’s helpful to set new sales goals.

Sales Goal 118

Sales Goal Lead Rank Lead Scoring Motivation 118

Jeffrey Gitomer

AUGUST 23, 2011

” “Sure, Jeffrey,” you say. “Easy for you, but I’m cold calling, I’m fighting competition, I’m in a tough market, you don’t understand.” ” “Sure, Jeffrey,” you say. You are where 95% of all salespeople are. Best is everything in sales success.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Anthony Cole Training

APRIL 30, 2015

A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”. Ask the right questions to eliminate prospects that aren’t going anywhere. How do you avoid that? Ask: Is that a problem? Do you need to fix it NOW?

Transportation 120

Transportation Maximizer Intent Resources 120

Jeffrey Gitomer

APRIL 21, 2011

Here Are The Dumbest Questions Salespeople Ask — And Why They’re Dumb. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Knowing this truth, you’d think all salespeople would ask smart questions. You’d be thinking wrong. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

Sales and Marketing Management

MAY 14, 2012

It is always, “what you have done for me lately?” ” The more important question a sales manager should ask his salespeople is, “what have I done to help you lately?” The same may be said for sales managers. Did he ask questions like, ‘what went well?

Coaching 254

Coaching Intent Face-to-face Meeting 254

BrainShark

MAY 2, 2024

A sales rep Scorecard is a report that tracks key performance indicators about members of your sales team. It’s used by enablement and sales managers to track and improve the performance of their sales reps by surfacing gaps in training and areas where they’re struggling or succeeding. Compare reps against their goals.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank SalesForce Inbound 62

Jeffrey Gitomer

MAY 5, 2011

Take Stock: Gain A Realistic View Of What You Have Achieved. There’s a big question you need to ask yourself. To help you answer that question, here are some “take inventory” questions you must ask yourself to gain a realistic view of who you are, where you are, and what you have achieved: What have you done?

Hiring 285

Hiring Social Media Loyalty Cancellation 285

Jeffrey Gitomer

AUGUST 10, 2011

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. I need to think it over for a few days.” Use a worn out sales technique? definitive answers to this age-old sales barrier: Still have questions for me? Ask me on my F acebook page today.

Hiring 297

Hiring Training Social Media Loyalty 297

SBI Growth

FEBRUARY 3, 2014

Your credibility, value and career in Sales Ops hinges on your use of data. It causes leadership to make bad decisions. Find out what you need to do to break the cycle. Below, I offer the Sales Ops Analytics Guide to help. You know the type – their mental engine is a virtual V-12 roaring inside their skull.

Data 287

Data Margin Report Analytics 287

Jeffrey Gitomer

APRIL 19, 2011

Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips. The answers to these questions will tighten your talk, and make it great. For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine. Thank you very much!

Hiring 316

Hiring Social Media Loyalty Referrals 316

SBI

FEBRUARY 18, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. RYAN: Yes, companies need to be thinking about how they can provide transformational experiences as opposed to transactional. Do members of your sales team properly overcome common objections? Is your price model confusing?

Lead Rank 101

Lead Rank Case Study Lead Scoring Survey 101

Jeffrey Gitomer

AUGUST 31, 2011

” You can say, “I apologize,” but that’s not what the customer is looking for. You can begin to tell your story about what happened, but that’s not what the customer is looking for. You can even tell the customer that it makes you mad too. Second, ask the customer what their speed of need is.

Hiring 318

Hiring Customer Social Media Loyalty 318

SBI Growth

JANUARY 27, 2013

She is the new HR Business Partner to the Sales Organization. Hanna is the 3 rd HR Business Partner in 12 months. This advantage will give her a long tenure serving sales. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!)

Hiring 308

Hiring Compensation Commence Sales Talent 308

Partners in Excellence

OCTOBER 25, 2022

I was in a fascinating discussion with a group of thoughtful sales managers. A manager posed a question, “Clearly most sales roles and all managers roles aren’t something where you punch a clock. You can’t expect to do the job in 40 hours a week. ” It is a fascinating question.

Maximizer 86

Maximizer Sales Management Motivation Groups 86

SBI Growth

OCTOBER 3, 2012

He tells me: “ I am hiring a new sales leader. You have a relationship with Matt but it is time for a change.”. He thinks a new sales leader is the answer. Matt is his current head of sales. The board expects Bob to double monthly recurring revenue inside of 12 months. He feels sales execution needs to be improved.

Hiring 267

Hiring Ideal Customer Profile Scale Penetration 267

Autoklose

JANUARY 22, 2024

After you have spent resources and time developing a new product, finding people who will buy it is the next important consideration. You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Don’t Forget Existing Customers 12.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Jeffrey Gitomer

MARCH 22, 2011

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. Leadership.

Hiring 244

Hiring Social Media Loyalty Cancellation 244

Bernadette McClelland

JULY 14, 2016

Consider yourself lucky if you have created an environment where collaboration really truly does what it means – in practice, as well as in theory. and we all need each other to help us step up. The secret though is two fold: It’s having the ability to ask for help and having an intention to serve the group.

Lead Rank 150

Lead Rank Groups Ideal Customer Profile ROI 150

Jeffrey Gitomer

MAY 12, 2011

Gitomer | May 12, 2011 | 3 Comments. Tweet Share If you’re having a hard time selling to tough customers, I have a solution for you. Here’s what you’ll learn: How to transform an angry customer into a loyal client. How to circumvent customer crap to get the sale! Share this Post.

Hiring 220

Hiring Webinar Metrics Social Media Customer 220

Jeffrey Gitomer

MARCH 7, 2012

Make More Sales By Avoiding These Common Blunders. You make them, too. I am listing as many as possible so you can pick out the ones that apply to you specifically. But I promise you will overlook some. REASON: You think I’m incorrect to list them. REASON: You think I’m incorrect to list them.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

JULY 7, 2011

Why Can’t You Get More Referrals? Tweet Share The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for. Do you ask for referrals? Do you get as many as you think you should?

Referrals 299

Referrals Hiring Social Media Loyalty 299

Jeffrey Gitomer

AUGUST 3, 2011

What toppings do you offer? 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. Of course, I got these observations from you!

Hiring 268

Hiring Training Social Media Loyalty 268

Alice Heiman

DECEMBER 19, 2018

Below are lessons your sales team can learn from Santa. Lessons Your Sales Team can Learn from Santa. Discover Needs. He asks what they want and then figures out how to deliver it. Help your salespeople learn to ask questions that help them discover what their customers need, then determine if you can deliver it. .

Ideal Customer Profile 114

Ideal Customer Profile Top of Funnel Funnel Up-Sell 114

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. You are better off calling someone who actually wants to talk with you. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Sales is all about value for the dollar. Leads suck.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Jeffrey Gitomer

AUGUST 17, 2011

How Are You Using The Power of First Impression? Tweet Share You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for. Do you honestly think the CEO wants to hear you rant for 30 minutes? You gonna give the CEO your business card?

Hiring 294

Hiring Training Social Media Loyalty 294

Jeffrey Gitomer

JANUARY 3, 2012

Tweet Share You don’t ask for referrals, you earn referrals: Looking for more tips like this? Get Sales Blog Updates. Leadership. Sales Management. Sales Videos. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. The Sales Bible. Click here.

Referrals 228

Referrals Hiring Social Media Loyalty 228

Tony Hughes

NOVEMBER 11, 2018

Everything you need to know about using questions in selling can be found in Professor Neil Rackham’s timeless book, SPIN Selling™. In the 1980s they observed 35,000 sales calls done by 10,000 sales people in 23 countries over 12 years and employed 40 researchers. The second type are Problem questions.

Lead Rank 89

Lead Rank Lead Scoring Research LinkedIn 89

Jeffrey Gitomer

SEPTEMBER 20, 2011

The Skills You Need To Be a True Leader. 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. So it works for you, your people, your customers, your vendors, and your company-in that order.

Hiring 294

Hiring Training Social Media Loyalty 294

Jeffrey Gitomer

MARCH 3, 2011

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share The first question is a casual one. I always ask people where they grew up. This is one of the most endearing and engaging questions to ask because everyone is willing to talk about it. Get Sales Blog Updates.

Relationals 221

Relationals Hiring Social Media Loyalty 221

Increase Sales

JANUARY 30, 2013

Years ago I heard a rather high priced sales consultant talk about finding the sales pain and figuratively having your ideal potential customer or prospect bleeding all over the place. The more bleeding the better it was for you as the salesperson. Are you making the fact finding process more difficult than it was meant to be?

Webinar Metrics 146

Webinar Metrics Small Business Small Business Facebook 146

Vengreso

NOVEMBER 22, 2018

An increased level of persuasion in sales conversations is something every sales professional could use. My guest on this episode of #SellingWithSocial says the only way you can effectively be more persuasive is by having the RIGHT kind of influence with buyers. Subscribe to Selling With Social.

Influencer 102

Influencer Google Twitter Lead Rank 102

Zoominfo

OCTOBER 10, 2019

Today, we turn to the world’s most influential LGBTQ business leaders to get their take on business, leadership, diversity and more. . Today, we turn to the world’s most influential LGBTQ business leaders to get their take on business, leadership, diversity and more. . Let’s get into it! Tim Cook, CEO of Apple Click to Tweet. “We

Lead Rank 187

Lead Rank Microsoft Intent Lead Scoring 187