Jeffrey Gitomer

APRIL 30, 2012

Tweet Here are the TOP 6.5 referral EARNING strategies: 1. Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. 2. Be available. Make it easy to do business with you and anyone else in your company 24/7/365. 3. Be a consistent value provider. Create an email magazine and blog with content that helps customers, and a business Facebook page where you post positive and helpful information and good news, and allow for customer interactions. 4.

Sales Training 122

Sales Training Sales 122

MTD Sales Training

APRIL 20, 2012

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 – Lead By Example [.

Sales 117

Sales Management 117

Engage Selling

APRIL 17, 2012

I have always been a fan of Air Canada. As an elite flier they treat us well. Yes… I know I buck the trend compared to many Canadians, but I really do prefer to fly Air Canada rather than any other North American carrier. And no, I’m not just fishing for a complimentary super elite upgrade… So, I was really happy to see their new service. “ We damage or wreck your bag.

Management 81

Management Sales 81

Sales Gravy

APRIL 20, 2012

Keep in mind that pit crews don’t prepare during the race. There is a time for preparing and a time for selling. We don’t start prepping when we’re supposed to be out selling. Before You Start Your EnginesThe gates opened at 6 a.m.

Sales 40

Sales 40

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.

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. After an inspiring opening by Bob Perkins, AA-ISP Founder and CEO, Jill Konrath got the audience roaring with her skit that deftly demonstrated the reality of today’s sales world, all the while making a very serious point.

e-Learning 48

e-Learning Sales Decision-making Organization 48

MTD Sales Training

APRIL 4, 2012

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires [.

Sales 116

Sales 116

MTD Sales Training

APRIL 11, 2012

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you will have to reprimand or take disciplinary action. However, there are some times when you [.

Sales Management 112

Sales Management Management Sales 112

MTD Sales Training

APRIL 18, 2012

A great sales interaction is not an accident. While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation. In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not [.

Sales 111

Sales 111

MTD Sales Training

APRIL 2, 2012

Following is one powerfully effective sales close that I am finding is quickly becoming a favourite among many sales people. The three main reasons I like this sales close is… 1. It is simple 2. It HELPS the prospect sort out the issues and see things clearly 3. It HELPS the sales person find the [.

Sales 110

Sales 110

MTD Sales Training

APRIL 23, 2012

As economic conditions begin to rebound and more sales opportunities arise, it may be time to reinvigorate your sales team. Below are two ways to help you motivate the sales team for a new charge. Use this new modern approach to reignite that old-fashioned fire! A New Approach to Goal Setting Ok, you set the [.

Sales 108

Sales 108

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

MTD Sales Training

APRIL 13, 2012

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often [.

Sales 108

Sales 108

MTD Sales Training

APRIL 6, 2012

The prospect stops by your booth. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. Then a few days, a week or more later, you call the prospect back, only to find that the situation is the equivalent of a cold call. If you have ever returned [.

108

108

MTD Sales Training

APRIL 19, 2012

For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and deny someone of their right, ability or choice to have it, and they will want it [.

Sales 108

Sales 108

MTD Sales Training

APRIL 17, 2012

I teach a lot of “Best Practices” here at MTD Sales Training. However, every once in a while, it’s time to explore some of those “Worst Practices.” You can do a few things at the end of the sales process that completely ruins everything. The prospecting process went perfect. One telephone call set the appointment [.

Sales Training 106

Sales Training Sales 106

Advertisement

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.

Meetings

MTD Sales Training

APRIL 5, 2012

“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” Is It an Objection, a Stall or a Condition? We are all familiar with the spouse objection, and before I give you a great [.

106

106

Jeffrey Gitomer

APRIL 4, 2012

Tweet What is WOW? Maybe the easiest way to describe it is: Who WOW’ed you? If you can recall that story – and recall how many times you re-told it – you’re on your way to understanding the process of WOW. Here are the elements that can set the stage for WOW in your business: Everyone is friendly. It seems too simple to just say, “Everyone needs to be friendly.

Sales 105

Sales Sales Training Leadership 105

MTD Sales Training

APRIL 27, 2012

Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants eventually to have a sales team made up of superstar sales people. We all want that sales crew in where every sales person is a high-level, top performing, consultative, executive-level super sales person. [.

Sales Management 102

Sales Management Management Sales 102

MTD Sales Training

APRIL 9, 2012

You face some objections so regularly, you know well in advance you will get them and you know how to answer them. You also have customers whom you have closed by overcoming those same objections. Here is a way to leverage those clients to overcome objections and close more sales. To Start, Make an Investment [.

Sales 102

Sales 102

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.

Sales

MTD Sales Training

APRIL 25, 2012

It is easy to spend a small fortune on sales contests and incentive programs designed to motivate, stimulate and reinvigorate the sales team. However, you may have found that such programs meant to motive, can end up having the reverse affect and deflate, berate and de-motivate instead. Sometimes the problem is not the structure of [.

Sales 100

Sales 100

Jeffrey Gitomer

APRIL 20, 2012

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. I often wonder if there is anyone actually in charge of implementing the mission statement.

Shareholders 99

Shareholders Publishing Marketing Media 99

MTD Sales Training

APRIL 26, 2012

Many sales people today still have problems getting enough good referrals. While there are a few astute sales professionals that have truly mastered the art of getting referrals, it still seems to be primarily in getting referrals from clients. Some sales people have become skilled at getting referrals from those prospects that buy. However, there [.

Sales 92

Sales 92

Engage Selling

APRIL 21, 2012

A client of ours – individual contributor – had a quota in 2011 of $7 million. She blew those numbers away hitting $12million by December 31. In 2012 her quota was set at $11.5 million. She manages 1 customer only, who completes multiple projects each year with her firm. What do you think of her 2012 target? Higher? Lower? and why? Cheers Colleen.

Sales 80

Sales Management 80

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.

Supply Chain

Engage Selling

APRIL 19, 2012

Colleen explains that her best clients are not afraid of change – they measure results and are focused on numbers. Colleen explains that her best clients are not afraid of change - they measure results and are focused on numbers.

Sales Training 80

Sales Training Sales 80

Engage Selling

APRIL 25, 2012

Many clients are moving from commodity based process to a value based process. On going mentoring and training for your sales professionals, reducing sales cycles, having a structure that is built for speed and keeping your customers focus on you by selling across multiple departments are critical elements to making this switch profitably. Many clients are moving from commodity based process to a value based process.

Profitability 79

Profitability Sales 79

Engage Selling

APRIL 4, 2012

Pipeline management and pipeline reviews are the most important tasks you complete in sales because they help you prioritize what activities to complete each month as well as give you an accurate indication of how healthy your sales pipeline really is. Here are some tips that can make you reviews effective: Detailed pipeline reviews should be held at the start of every month.

Management 79

Management Sales Decision-making Prioritization 79

Engage Selling

APRIL 2, 2012

Countless commission structures fail despite the best intentions of sales leaders. Many plans are too complicated to be properly understood or effectively implemented. More fail when sales managers don’t explain their plans properly. The result: everyone comes up with their own interpretation of the rules, and forms a unique opinion of which customers and commissions they share.

Sales 79

Sales Sales Management Meetings Communication 79

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

Engage Selling

APRIL 26, 2012

Today I explain ways to create exponential sales results. These include sharing success stories, getting your teams out their publically with face to face experiences and social media. Today I explain ways to create exponential sales results. These include sharing success stories, getting your teams out their publically with face to face experiences and social media.

Media 78

Media Sales Sales Training 78

Jeffrey Gitomer

APRIL 9, 2012

Tweet. Social media has changed the world. Let me clarify that statement. Social media has changed YOUR world. Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. Facebook is the easiest phenomenon to understand.

Media 77

Media Internet Communication Marketing 77

Engage Selling

APRIL 18, 2012

Colleen shares what she has experienced with her clients when they come to her for help. Colleen shares what she has experienced with her clients when they come to her for help.

Sales Training 75

Sales Training Sales 75

Engage Selling

APRIL 24, 2012

Today I share key reasons why an outside consultant can pay huge dividends. Organizations are often too close to the problem or they run out of fresh new ideas. Also, teams that have been in place for a long time will often tune out their own leadership, and often find that outside consultants can bring a fresh perspective. Today I share key reasons why an outside consultant can pay huge dividends.

Leadership 75

Leadership Organization Sales 75

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.

Negotiation