Jeffrey Gitomer
JULY 29, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. For the love of sales, not the love of money. Gitomer | July 29, 2011 | Leave a Comment. Tweet Share Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers? These are not questions I pulled out of the air.
MTD Sales Training
JULY 29, 2011
You worked hard to get your foot in the door , and you finally reached the decision maker (DM). It took a few minutes, but you established some rapport in the initial cold call. You sent out your information package and called back in anticipation of setting an easy appointment. However, you reach the prospect, and she does not seem to be anything like you remember.
Sales Gravy
JULY 27, 2011
Business networks are the rolodexes of today. Its not so much whos in your address book that counts, its who is in your business network that counts more. And your value to the network is related to the value of your network.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Jeffrey Gitomer
JULY 7, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why Can’t You Get More Referrals? Gitomer | July 7, 2011 | Leave a Comment. 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. The definition of “referral” is: Risk.
Jeffrey Gitomer
JULY 26, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What should a business lunch consist of? Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building a relationship and trying to make connections. 2. New prospective customer not looking to buy yet. 3. New prospective buyer getting ready to buy. 4.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JULY 19, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Business plans, five-year spreadsheets, and other fairy tales. Gitomer | July 19, 2011 | 1 Comment. Tweet Share I have no business plan. I have no spreadsheet with five years of projected earnings. There are two reasons: Most business “plans” never come to fruition, and five-year sales projections are about as accurate as political polls.
Jeffrey Gitomer
JULY 12, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Deliver Value: A Cash Source Crash Course | Jeffrey’s Next Live Webinar. Gitomer | July 12, 2011 | Leave a Comment. Tweet Share Join Jeffrey and co-host Andy Horner, Chief Architect of Ace of Sales , for their next LIVE webinar on Wednesday, July 20. Be there.
MTD Sales Training
JULY 29, 2011
In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…”. Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories. Like “King Kong’s Got Nothing On Me,” from Memories of a Sales Manager, some stories are funny, some are serious, but all have a strong sales message!
MTD Sales Training
JULY 27, 2011
You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. However, when you call back to accomplish the next step in the sales process, to set the appointment, disaster strikes.
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MTD Sales Training
JULY 25, 2011
You worked hard to get the contact information of the decision maker (DM). You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. Everything is going along perfectly as to your sales process.
MTD Sales Training
JULY 22, 2011
I am not quite sure of how the word “pitch” ever became associated with professional selling. The term has been around since the late 1920’s and I imagine that it may have started in relation to the game of baseball. No matter what the version, be it British, English or International, the ball-and-bat game is very similar. A “pitcher” throws a ball at a “batter” who attempts to hit the ball.
MTD Sales Training
JULY 22, 2011
In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…”. Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories. Like “King Kong’s Got Nothing On Me,” from Memories of a Sales Manager, some stories are funny, some are serious, but all have a strong sales message!
MTD Sales Training
JULY 20, 2011
hile cold calling or warm calling, setting appointments or selling, every word out of your mouth on the telephone is critical. You have probably heard of tons of words and terms that you should say on the telephone. However, here are a few phrases you should avoid at all costs. #1: My Name is…. While this simple introduction sounds innocent and essential, it is detrimental and unnecessary.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
MTD Sales Training
JULY 18, 2011
Good referrals can make the career of a sales professional a thousand times easier and more profitable. Everyone knows the value of a good referral, yet so many sales people have problems getting referrals. Following are three very effective tips to help you get more referrals right now. #1: Ask Before the Close. Most sales people have a real problem asking for referrals from prospects who do not buy.
MTD Sales Training
JULY 15, 2011
In a prospecting cold call you have but a precious few seconds to accomplish a whole list of objectives, one of which is to get the prospect to continue to listen to you. Of course, to do this you need to create some rapport with the prospect. Following are three tips to help you instantly create a stronger rapport with the prospect in a cold call. #1- Reflect a Like Attitude.
MTD Sales Training
JULY 13, 2011
You did your job: you uncovered the problems and the pain and you helped the prospect clearly see the benefits and the affordability. Then you instilled a sense of urgency by giving the potential customer reasons and additional benefits to move forward today. You also did not wait until the close to address common objections. Instead, you foresaw those familiar stalls and eliminated them during your sales interaction!
MTD Sales Training
JULY 12, 2011
You know the critical importance of Eye Contact. Yes, eye contact plays a vital role in selling as in almost every other area of business and consumer life. However, in professional sales, there are a few times when you do not want to have that direct eye-to-eye contact with the prospect. #1 – Demonstrating or Showing a Tangible Product. Whether it is a television, a piece of furniture, a car, a computer screen, a yacht or a jet plane, when you are showing or demonstrating a tangible product ,
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
MTD Sales Training
JULY 11, 2011
Just a quick piece of news that eselling® became an Amazon bestseller last week in the Sales & Marketing category and E-Commerce category. It went to #1! For all of you that purchased the book I just wanted to say a big thank you and for all of the positive reviews that are up on Amazon already! And if you haven’t purchased a copy yet… what’s kept you?!
MTD Sales Training
JULY 8, 2011
Professional selling is perhaps the most subjective business in the world. You will always be somewhat biased when it comes to measuring your own work ethic. The amount of prospects you think you talked to and the actual amount of prospects you spoke with, will seldom match. In addition, factual sales data can be equally as misleading. To get a clear picture of how you are doing in your sales career, you have to measure more than the amount of sales you made.
MTD Sales Training
JULY 6, 2011
My latest groundbreaking book eselling® is now available on Amazon and if you order today you will receive some stunning bonuses that include: An online sales training session run by me for each of the next three months (30-45 minutes in length). Entry into a free draw for a chance to win one of five sales coaching sessions with me. A mystery bonus that you will only know once you order!
MTD Sales Training
JULY 6, 2011
Keeping a sales team motivated and enthusiastic can be difficult especially in slow economic times. One sure way to help with this is to set goals other than sales goals and targets and reward sales people for reaching them. Every Step in the Sales Process is Important. Remember that closing the sale is only one step in a complete sales process. Closing the sale is the result of a sales process that actually entails many sales activities other than the sales interaction and closing.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
MTD Sales Training
JULY 4, 2011
Sales people usually look in only a few areas when it comes to finding ways to increase sales. Sales professionals look to increase the total amount of prospects they see by making more calls, sending more emails and increasing their overall prospecting activity. Or, the sales person and management team look to increase closing averages by learning more techniques, overcoming a few more objections or being a bit more persistent.
MTD Sales Training
JULY 1, 2011
One way to get around the, “We have no money in the budget,” objection is to simply find another budget. That’s right. They have no money in the budget that would normally fund the purchase of your product, so find a different budget that has the money. As a professional sales person, you should know all of the areas and different ways that your product or service can help the client.
Sales Gravy
JULY 27, 2011
If your pipeline isnt full, you may be wondering how you can avoid and get out of that sales rut? In the age of social media there are more ways and opportunities to make yourself visible to your prospects and convey the value that you can offer.
Sales Gravy
JULY 25, 2011
So there you have it. Business is seasonal. Kids get out of school. The weather changes. People have worked hard and are now ready to take some time off. Business changes and people seem to relax.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
Sales Gravy
JULY 14, 2011
It's much easier to move on than dwell on the past, and I'm a firm believer that dwelling on the past doesn't do anyone any good. If you want to damage your sales motivation, go right ahead and dwell all you want.
Sales Gravy
JULY 13, 2011
If you find that you are struggling to achieve a certain result - whether it's earn more money, get in better shape, improve a relationship, etc., then before you wait to be successful at it, why not start with the end result first?
Sales Gravy
JULY 25, 2011
Not making any money off of a customer goes beyond your commission or bonus. It's the bottom-line profit your company is not making because of the customer.
Sales Gravy
JULY 27, 2011
Although it is important to be realistic about number of events at which you can exhibit, I would encourage you to consider your resources carefully.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
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