MTD Sales Training

FEBRUARY 6, 2012

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. It does not matter if your personal views on such issues are the exact opposite of the prospect’s, or if they align perfectly.

Sales Training 123

Sales Training Software Software Sales 123

Jeffrey Gitomer

FEBRUARY 14, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 5.5 Elements To Think About When Presenting. Gitomer | February 14, 2012 | Leave a Comment. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial.

Leadership 102

Leadership Media Sales Training Sales Management 102

Engage Selling

FEBRUARY 1, 2012

I received this question on our website this week and thought it was worth sharing: How do you tell others in a resume that you have the skills to sell their products? My Answer: Great question! Thanks for writing in. Sadly, most resumes are nothing more than descriptions of where you worked and what activities you have performed. To stand out, you need to focus on results!

Sales Management 80

Sales Management Management Sales 80

Sales Gravy

FEBRUARY 23, 2012

Instead of getting older and losing strength, stamina and flexibility, you can actually reverse this and become "functionally younger" next year than you are right now.

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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

FEBRUARY 20, 2012

Jenga is a Hasbro game that’s basically just a pile of wooden blocks. To begin the game, the blocks are stacked in rows of 3, each row in alternating orientation. The rules are simple: players take turns removing one block from the stack, and returning it to the top of the stack. As each block is removed and set on top, the stack becomes less stable until finally, the tower topples over and that player loses.

Software 40

Software Software Decision-making Sales 40

MTD Sales Training

FEBRUARY 27, 2012

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! Excellent Service = More Sales. “Sean, I just had to tell you about what happened in a restaurant this weekend.

Sales Training 119

Sales Training Management Customer Experience Sales 119

MTD Sales Training

FEBRUARY 20, 2012

Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up , costing the customer time, money, headaches or worse? #1. Acknowledge and Inform as Soon as Possible. The very instant you know that something is amiss; you have to inform the client.

Account Management 116

Account Management Sales Training Digitalization Management 116

MTD Sales Training

FEBRUARY 6, 2012

Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world! So how can you delve into this network of key decision makers and engage with them on a one-to-one level?

Decision-making 116

Decision-making Management Meetings Marketing 116

MTD Sales Training

FEBRUARY 21, 2012

Small talk : That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call ? While there are some very different, if not, vastly opposing views on this among sales people, I don’t think there really is a controversy.

Sales Training 114

Sales Training Sales Meetings 114

MTD Sales Training

FEBRUARY 3, 2012

“I’m in a slump right now…” “Our sales are in a slump…”. We hear this terminology all the time in the world of professional selling. However, just what is a sales slump anyway? Most sales people refer to a sales slump as that time when sales slow down, and business slips into a quagmire. The main thing is that most sales people relate a sales slump and its cause to unfortunate circumstances , usually beyond the sales person’s control.

Sales 114

Sales Sales Training Meetings 114

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

FEBRUARY 1, 2012

Some call it “small talk.” Others refer to it as the “warm up.” You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. In addition, this time for many sales people and prospective customers, is a waste of time.

Sales Training 113

Sales Training Sales 113

MTD Sales Training

FEBRUARY 2, 2012

Most sales people have aspirations of being the best in their field. Most have a desire to excel beyond their peers and rise to the top of their industry. One of the most frequent questions I get is, “How do I become a top sales person ?”. Well, let’s relate the selling profession to other professions. In many areas, one way to recognise someone who is a qualified expert in their field, who has an abundance of knowledge on a particular topic, is someone who holds a PhD in that field.

Sales 113

Sales Sales Training Account Management Management 113

MTD Sales Training

FEBRUARY 9, 2012

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for even some of the most experienced sales people to under qualify or incorrectly qualify DMs on the telephone and there are three basic reasons for this.

Suppliers 113

Suppliers Decision-making Sales Training Software 113

MTD Sales Training

FEBRUARY 16, 2012

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. The internet and social media in particular are now your buyers’ best friends, as it puts them in control of the modern day sales process, so what are you doing to redress this balance of power?

Internet 113

Internet Media Sales Training Decision-making 113

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

FEBRUARY 8, 2012

Confidence: it is one of the most essential ingredients in a successful sales profession. You have to have a great deal of confidence and believe that things will work in your favour even when all looks lost and when you are getting a lot more “NOs” than “YESs.”. As a professional sales person, you must believe that you can achieve and succeed and do things that most people would consider impossible, and you have to do it every day!

Sales 111

Sales Sales Training Marketing Communication 111

MTD Sales Training

FEBRUARY 28, 2012

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online. I have frequently written about the different ways you can use LinkedIn to network with c-suite decision makers and build your internet footprint, but in today’s post I thought I would take you back to

Decision-making 107

Decision-making Internet Media Leadership 107

MTD Sales Training

FEBRUARY 10, 2012

Sales people can find a plethora of tips and tricks on closing sales, and sales managers can easily locate information on how to find good sales people to work with. Yet, there is not a lot of information for the sales person on how to find a good company to work with. Here are a few tips to help you find that company that will pay off for you, as you pay off for them!

e-Learning 107

e-Learning Sales Internet Sales Management 107

MTD Sales Training

FEBRUARY 13, 2012

In today’s marketplace of shrinking budgets , growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off one another in search of the best deal. It should be obvious to anyone in business today, that to establish true customer loyalty takes a lot more than the old price, product and performance formula.

Banking 105

Banking Internet Account Management Decision-making 105

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

FEBRUARY 23, 2012

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude , just isn’t going to happen. The fact is that some things can hit you so hard and are so tangible that it leaves your head spinning and unfocused.

Sales Training 104

Sales Training Sales Sales Management Management 104

MTD Sales Training

FEBRUARY 29, 2012

You know you did your job. You did a great sales presentation , covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday they lose more.

Sales 104

Sales Sales Training Organization 104

MTD Sales Training

FEBRUARY 24, 2012

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose! Apologise! No scripts or magic words here. I want you first to understand the philosophy about this concept.

Sales 103

Sales Sales Training Software Software 103

MTD Sales Training

FEBRUARY 15, 2012

Can you oversell your product or service? Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? In a word, YES! Here are four common ways that you can actually lose a sale after it’s done and dusted! #1. Continue to push benefits after a buying decision. The prospect has said “Yes,” and made the decision to buy.

Decision-making 95

Decision-making Sales Sales Training 95

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

MTD Sales Training

FEBRUARY 22, 2012

Sales 2.0 and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales processes. Social media and the internet have become big players in the business world, but few professionals really understand how to use these online tools to develop their sales techniques and generate qualified leads.

Internet 94

Internet Media Marketing Sales 94

Jeffrey Gitomer

FEBRUARY 22, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Sign Up For My Yes! Attitude Webinar: February 29th, 2012. Gitomer | February 22, 2012 | Leave a Comment. Tweet Share I’d like to personally invite you to join me for my upcoming Yes! Attitude webinar on February 29th, 2012! Every employee in every company needs a foundation of attitude in order to create a successful work environment, successful relationships with their customers, and ultimately a succe

Media 74

Media Leadership Sales Training Sales Management 74

Jeffrey Gitomer

FEBRUARY 9, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Two Wrongs Don’t Make a Right. How Right Are You? Gitomer | February 9, 2012 | Leave a Comment. Tweet Share You know the old adage, “knowing right from wrong” – well, you can PREVENT sales from going wrong by doing right. Here are the 11.5 right things to be, have, and do: Thoughts?

Leadership 73

Leadership Media Sales Training Sales Leadership 73

Jeffrey Gitomer

FEBRUARY 27, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Where Are You in the Game of Sales? Gitomer | February 27, 2012 | Leave a Comment. Tweet Share The reason I recorded the following video about Wilt Chamberlain is that he did not just set records, he set standards. His athletic prowess was so great that he changed the rules of the game.

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Sales Leadership Media Sales Training 66

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

Jeffrey Gitomer

FEBRUARY 6, 2012

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Sign Up For My February 8 Webinar – Closing the Sale [Space Is Limited]. Gitomer | February 6, 2012 | Leave a Comment. Tweet Share Have you signed up for my webinar yet? It’s this Wednesday, February 8, and it’s all about closing the sale. Contrary to decades of sales teaching, closing the sale is not a matter of psychological trickery or mental manipulation.

Leadership 63

Leadership Media Sales Training Sales 63

Engage Selling

FEBRUARY 29, 2012

'On two trips to China (Last year in Hong Kong and Macau) and this year to shanghai I have been delighted by the excellent service. Nowhere else I have traveled has the attention to detail been so high, and the willing to make your experience a great one so overwhelming! Here are a few observations […].

Sales 48

Sales 48

Engage Selling

FEBRUARY 27, 2012

'As a sales professional, did you start out in your business with a “how high can I go?” question and an “opportunities for my expertise are endless” attitude? Most of us did, but where is that attitude now? Has it been replaced with the “sky is falling!” cry as you face the grim reality of all the “other” tasks we need to accomplish in order to run a successful business?

Sales 48

Sales 48

Engage Selling

FEBRUARY 20, 2012

'It’s always interesting to observe how other countries operate when I am traveling on business. Shanghai has been eye opening! Here are a few noteworthy items from the last 24 hours with my thoughts on how these observations apply to our businesses in italics: Shanghai airport is the model of efficiency. Quiet, well laid out, […].

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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