Jeffrey Gitomer
OCTOBER 19, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 11.5 Ways To Win Prospects And Contacts At A Networking Event. Gitomer | October 19, 2011 | Leave a Comment. Tweet Share Networking is fun. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). If you network smart, it’s the easiest way to make sales contacts.
MTD Sales Training
OCTOBER 27, 2011
It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance. However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook. Keep these things in mind as they are easy to forget and take for granted. 1.
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Sales Gravy
OCTOBER 28, 2011
After being in sales, sales leadership and sales consulting for the last 24 years, and indulging in a lot of reading about the OSS and CIA, Ive concluded that we can glean some great lessons learned on how we sales folks should operate, and some,
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
OCTOBER 8, 2011
Content-marketing is the practice of using information in many forms as a means to get and maintain prospects’ attention over time, with the goal of developing them into interested buyers. The practice has been around a long time. It was not born of the Internet age. The reason why content-marketing exists is for one reason : to function as an extension of the sales team.
MTD Sales Training
OCTOBER 13, 2011
You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that you must avoid. #1. Criticise in Public.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
OCTOBER 24, 2011
How do you view the profession of selling? . Let’s face it; selling is unlike any other business or profession in the world. . I am not referring to those who do a little selling as part of their overall job function. I am referring to those people who choose to make their living purely by selling products or services, and most often to strangers. I am talking about those who have chosen to get what they want and need, by helping others get what they want and need.
MTD Sales Training
OCTOBER 12, 2011
Image by Damian M. You can find Sam-I-Am in the critically acclaimed children’s book, “Green Eggs & Ham,” by the famed Dr. Seuss. First published in 1960 by Random House, “Green Eggs & Ham,” tells the story of two characters: one named Sam-I-Am and another, an unnamed character I will call “IT.”. Eloquently presented with colourful images and rhymes, the book follows Sam as he tries tirelessly to persuade IT to eat some green eggs and ham.
MTD Sales Training
OCTOBER 18, 2011
You felt that it was a good presentation and that the entire sales interaction was on track. Then you present the price, and suddenly the prospect acts as if they just had a heart attack! What happened? A better question is, what do you do? Below are three important steps you should take when this situation occurs. The Three DOs. #1. Do Start Over. The fact is that if the prospect is truly surprised by your pricing after you have had a complete sales interaction, then you really missed some fund
MTD Sales Training
OCTOBER 26, 2011
In the recent posting entitled, “Is Selling an Art, a Practice or a Science?”, I offered some justifiable points on why each opinion had merit. Selling could be considered an art, a practice or a science. However, as promised, here is my take on this… Selling is First and Foremost a Science. Selling is first a science, and for more reasons than the math.
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
MTD Sales Training
OCTOBER 28, 2011
Some sales people have trouble asking for and getting referrals from prospects that buy, and even from long term clients. However, the majority of sales people have a serious problem when it comes to obtaining referrals from those prospects that do not buy. Here are a couple of tips to help you get more referrals from those, “No-Sales.” . #1. Ask for referrals before the close.
MTD Sales Training
OCTOBER 7, 2011
The prospect shows up 30 or 45 minutes late for the meeting. You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time. What do you do? In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage. You can use one or all of these ideas that are applicable to your selling situation. 1.
MTD Sales Training
OCTOBER 11, 2011
Hi all, I thought I’d pop by with some more exciting news from the MTD HQ – and this week it’s a biggie! In just over a week MTD’s MD Sean McPheat will be centre stage at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena in Coventry on October 20 th. Sean is sharing the stage with some other big names in the business, including Michael Portillo and Alice Beer from Watchdog, who will be presenting to over 1,000 sales professionals from all o
MTD Sales Training
OCTOBER 6, 2011
If you have been in the world of professional B2B selling for any length of time, then you have probably had tha t prospect who kept you waiting for 15, 20, 30 minutes or more. It presents a very delicate and volatile situation. You don’t want to kill the sale yet you have to maintain your dignity and self worth, in addition to your professional value.
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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
OCTOBER 19, 2011
You went through the entire sales interaction without much problem. However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” . As mentioned in, “3 Ways To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails to uncover problems and pain or build value, there are but a few steps you can take to possibly save the sale.
MTD Sales Training
OCTOBER 14, 2011
After years of on-the-job training, and tens of thousands of cold calls , you have finally arrived. You are a pro. You are able to pick up the telephone and make appointments seemingly at will. However, do not get too comfortable, because even at your level, there are some major mistakes you must avoid. Below are the three most common mistakes the best of the best make. #1.
MTD Sales Training
OCTOBER 31, 2011
Persistence: that all important ingredient that every sales person must possess. The sales professional makes a living by p ersevering to get pass various problems, obstacles and objections. Many sales people will tell you that the sale begins when the prospect says, “No.” Indeed, if sales people accepted the first “no”, there would not be much of anything ever sold anywhere in the world.
MTD Sales Training
OCTOBER 20, 2011
What do you do when the prospect wants to hold you accountable for a problem caused by one of your competitors? The prospect had a bad experience with a company that sells the same product as you, and is convinced that doing business with you will have the same result. . Guilty By Association. Below is a way to handle the situation where the prospect finds you guilty just by associating in the same industry as the culprit.
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
OCTOBER 21, 2011
It can be extremely frustrating when the customer wants to hold you accountable for something that your competition did or did not do. In, “What to Do When the Prospect Blames You for Your Competitors’ Failures,” I mentioned that when this happens, there are two possibilities: #1 – The situation is one that is common in the industry. #2 – The situation is not common or is an isolated incident.
Jeffrey Gitomer
OCTOBER 28, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Where did you learn to sell? How have you modified it? Gitomer | October 28, 2011 | 1 Comment. Tweet Share In my early intensive days of learning sales and attitude (1972-1973), I was taking a four-hour sales and attitude training class EVERY DAY from 8am-noon. Every day.
Jeffrey Gitomer
OCTOBER 17, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. FREE E-Book: The Little Book of Listening. Gitomer | October 17, 2011 | Leave a Comment. Tweet Share “I didn’t hear you.” No, you weren’t listening. “Our people need to listen better.” No, your people need to understand WHY they don’t listen.
Jeffrey Gitomer
OCTOBER 4, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Are Things Getting (Slightly) Better? Gitomer | October 4, 2011 | 1 Comment. Tweet Share It seems as though there’s a slight sales surge going on, but no one’s talking about it much – probably because no one wants to jinx it. The economy is still very fragile, the world is even more fragile, and with elections taking focus, politicians of all sorts are finally realizing that jobs and small businesses are the p
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.
Jeffrey Gitomer
OCTOBER 14, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why do some persist and some quit? Gitomer | October 14, 2011 | Leave a Comment. Tweet Share Is there a secret to follow-up? No. Is there a best way to follow-up? No. Why do people quit too soon? Big question. Why do you quit too soon? Bigger question. Have you ever read Think and Grow Rich?
Jeffrey Gitomer
OCTOBER 24, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. My Last Public Seminars of 2011 | Don’t Miss Out! Gitomer | October 24, 2011 | Leave a Comment. Tweet Share I want to make sure you know about my last three LIVE public seminars of 2011: If you live in or close to San Diego, Dallas, or San Marcos, I want you to join me for my events.
Jeffrey Gitomer
OCTOBER 13, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Conversations From My Facebook Page. Gitomer | October 13, 2011 | Leave a Comment. Tweet Share Have you been to my Facebook page recently? There are a lot of great conversations going on that I would love to have you participate in. Take a look: Jeffrey Gitomer The best teacher is failure.
Jeffrey Gitomer
OCTOBER 5, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. His Legacy Will Live Longer Than Any of Us. Gitomer | October 6, 2011 | Leave a Comment. Tweet Share Steve Jobs has passed away, but his legacy will live longer than any of us. I am sad that my business hero has gone to his final reward, and forever grateful for what he has done to my world, both in business and in life.
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?
MTD Sales Training
OCTOBER 5, 2011
You have set a solid appointment , and immediately sent an email verifying the meeting information. You then followed up by confirming the appointment by telephone the day before. Finally, you arrive at the 10:00 a.m. appointment a proper 15 minutes early. The receptionist informs you that she will notify the decision maker (DM) that you are there.
Sales Gravy
OCTOBER 28, 2011
Do you suffer from call reluctance? No matter how experienced you are - or even how successful you are - picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult.
Sales Gravy
OCTOBER 27, 2011
Cost Effective Apps Smart phones and tablets allow salespeople on the go to have affordable business resources at their fingertips. Thanks to application developers across the U.S., many iPhone and iPad apps that benefit salespeople are free.
Sales Gravy
OCTOBER 25, 2011
EVERY time you pick up the phone to make a call is the same opportunity as you going to the store. Are you going to wing it without a list even though you know your odds of getting everything you want are slim?
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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