MTD Sales Training
NOVEMBER 4, 2011
Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. .
Jeffrey Gitomer
NOVEMBER 17, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 23.5 Characteristics of Trusted and Trustworthy People. Gitomer | November 17, 2011 | Leave a Comment. Tweet Share From my personal life experiences, here are 23.5 characteristics that I have discovered in other people that have led me to trust them: 1. To get trust, first give trust. 2.
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Sales Gravy
NOVEMBER 3, 2011
While being a top 20% producer and income earner is obviously a nice place to be, the next question I get is, How do I get there? The answer to that question might surprise you.
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
NOVEMBER 8, 2011
Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.
MTD Sales Training
NOVEMBER 24, 2011
With the advent of the Internet and numerous sites like CareerBuilder and LinkedIn , job searching has become largely electronic. Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 18, 2011
Just how much of selling success is luck? Some will say that selling has absolutely nothing to do with luck; instead it is all a matter of skill. Others however, will maintain that, of course there is some element of luck involved in selling. While still some sales professionals (as I have noted on this site ) define luck as L abour U nder C orrect K nowledge.
Jeffrey Gitomer
NOVEMBER 22, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Team or Family? Gitomer | November 22, 2011 | Leave a Comment. Tweet Share Whenever I ask a leader how many people are in their group, they will respond with a number and the word team. “I have 17 people on my team.” Sometimes they will say, “I am responsible for a team of 21.” I always like when a leader includes the word responsible in any statement because it indicates their thinking
MTD Sales Training
NOVEMBER 14, 2011
Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer , those challenges have multiplied. Along with those obstacles, the amount of cold calling advice that floods the industry has grown has well. In the recent post, “The 3 Worst Cold Calling Tips Ever,” I highlighted the three worst cold calling tips out there.
MTD Sales Training
NOVEMBER 16, 2011
In the wake of the cold calling revolution (or devolution, whichever way you want to look at it), we see a ton of advice and tips on making outgoing telephone prospecting calls. Sales professionals the world over know that their cold calling skills must continue to advance to keep pace with today’s modern and educated buyer. . However, often the value and significance of the incoming call is overlooked.
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MTD Sales Training
NOVEMBER 2, 2011
Cold calling presents a ton of challenges to sales professionals at every level and in every industry. Therefore, there are a plethora of tips, tricks and magical scripts to help sales people overcome objections, get though GK screens and close sales or set appointments. However, out of this excess of advice, there are three so-called gems that are extremely misleading and can be counterproductive or even detrimental to your telephone selling success. #1: Don’t Take It Personally.
MTD Sales Training
NOVEMBER 23, 2011
You probably know already that I often speak and write about the evolution of the modern-day buyer. . However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional. . #1: Today’s Sales Professional is a True Believer.
MTD Sales Training
NOVEMBER 21, 2011
You may have heard people say things like, “Today’s 50 is the new 40…,” in that someone 50 years old today, due to a more active and healthy lifestyle, is more considered a person of only 40 years of age now, as compared to a few decades ago. Well, today’s 50 may be the new 40, and 40 may be the new 30. However, my concern is that today’s Warm Call is the New Cold Call!
MTD Sales Training
NOVEMBER 28, 2011
Let’s face it: Today nearly every successful sales process has to include some kind of email correspondence between buyer and seller. Somewhere along the line, the sales person will have to contact the prospect via electronic or other virtual means and most often, it will be in the form of email, even if it’s to thank the prospect for meeting them.
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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
NOVEMBER 10, 2011
Finding and hiring good people is a challenge in any industry. However, identifying and hiring people who can become top sales producers is a monumental feat few have been able to achieve with any level of consistency. However, I have found that this one test, this short role-playing scenario, can help you identify people who have all of the necessary traits that make top producers.
MTD Sales Training
NOVEMBER 8, 2011
Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile – but recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.
Jeffrey Gitomer
NOVEMBER 1, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What are you learning? How are you learning? Gitomer | November 1, 2011 | Leave a Comment. Tweet Share How are you taking advantage of your knowledge? I have been a student of sales since November 11, 1971. I was listening (via the brand new voice technology called the “cassette tape”) to a guy named Jay Douglas Edwards, who uttered the sales tip, “If the customer says, ‘Do these come in gree
MTD Sales Training
NOVEMBER 11, 2011
Hiring the right sales people is a difficult task and this little role playing scenario will help. Keep in mind that this is not to be used as the only deciding factor in your hiring choice. We also recommend that you test (with assessments and also during the interview) for competencies, skills, attitude and ability. This is just a useful exercise to test their current mindset and how they currently handle resistence - it’s just a tool that can help you gain a deeper insight into the sa
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
NOVEMBER 7, 2011
You have finally closed that big one! You have been working on that sale for a long time and no one believed that you could close it, but you did. However, now you look up and see your pipeline is empty. You are short on leads, prospects, appointments, everything. When your pipeline runs dry, it’s like being stranded on the beach and up to your ankles in troubled waters. .
MTD Sales Training
NOVEMBER 22, 2011
In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call. In that sense, the traditional cold call is becoming a thing of the past. . However, I also pointed out that the ensuing first telephone call to the prospect, while a bit warmer than in the past, still offers similar sales challenges like the cold call.
MTD Sales Training
NOVEMBER 9, 2011
How do you handle the prospect that is afraid of everything and everybody? You know the person I’m talking about. That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. . First, I’ll offer some tips to help you better recognise the Paranoid Prospect (PP), followed by three effective ways to handle them. Three Traits of the Paranoid Prospect. 1.
MTD Sales Training
NOVEMBER 29, 2011
Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ. November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it was about time MTD had our very own sales event…and what an event it was!
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
NOVEMBER 30, 2011
In the recent post, “3 Major Issues to Remember With Email,” I highlighted a few areas that you must keep in mind when e-corresponding with your prospective customers: 1. Be prudent in sending a professional image. Be careful not to get too relaxed and casual with email. . 2. Remember that email has no emotion. There is no voice inflection or facial expression in an email.
Jeffrey Gitomer
NOVEMBER 6, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. San Marcos, TX – NOVEMBER 17/18. Gitomer | November 5, 2011 | Leave a Comment. Tweet Share Do you live in or near San Marcos, TX? Where will you be on November 17 & 18? No plans? Sign up for my upcoming seminar. Learn more below: To register for the event, go here: [link].
Jeffrey Gitomer
NOVEMBER 28, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Cyber Monday Special ALL WEEK LONG At Gitomer.com! Gitomer | November 28, 2011 | Leave a Comment. Tweet Share Take full advantage of Cyber Monday all week long at Gitomer.com ! Visit Gitomer.com now. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Leadership , My Books Tagged With: attitude training , book on attitude ,
Jeffrey Gitomer
NOVEMBER 11, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Look For An Interview With Me In The Latest Issue Of i.Business Magazine. Gitomer | November 11, 2011 | Leave a Comment. Tweet Share I recently had the opportunity to sit down for an interview with Carmine De Santo from i.Business Magazine , and wanted to make sure you knew to look for it in the latest issue.
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
NOVEMBER 3, 2011
Surround yourself with winners. Find other, like-minded, individuals and feed each other strategies for selling in these times, positive news, creative ideas and referral business.
Sales Gravy
NOVEMBER 4, 2011
Many smaller clients arent as small as they appear; theyre merely small in terms of the volume of business that theyre doing with a particular sales professional (such as you).
Sales Gravy
NOVEMBER 3, 2011
Social media sites and customer service are being monitored by retail businesses. Customer complaints to comments are being monitored according to a report released by Forrester.
Sales Gravy
NOVEMBER 28, 2011
Risk is a frightening word especially for many in business. Companies are doing their best to hold on by their finger tips less alone committing their limited and constrained resources to an unproven strategy or an unknown solution.
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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