MTD Sales Training
JULY 10, 2012
Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just to reach the DM. and set the appointment. Then you could you have travel time, gas and a host of other less tangible expenses.
Engage Selling
JULY 16, 2012
Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your sales team and investing in tools such as new technology and ideas. Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your sales team and investing in tools such as new technology and ide
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Jeffrey Gitomer
JULY 10, 2012
Tweet I recently received a question about hiring philosophy from a man named David. I wanted to take some time to share both the question and my answer with you here: Want to receive more tips from me about hiring, sales, leadership, and other business topics?
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.
Sales Gravy
JULY 31, 2012
Getting your sales team to buy into your new sales initiatives, and developing key drivers for coaching, reinforcing, and measuring the implementation of these initiatives is what determines how successful your new sales culture becomes.
SBI
JULY 17, 2012
Tweet Up until 15-20 years ago, and out of necessity, buyers would rely on salespeople to get information on products and services of interest to them. The Internet has forever altered the balance of power, to the buyer’s advantage. It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JULY 13, 2012
Many elements must come together for a successful sales strategy but not all are created equal! Which factors count most in your success? Take our sales quiz and find out!
Jeffrey Gitomer
JULY 18, 2012
Tweet NOTE WELL: A golden ticket is NOT a winning lottery ticket. It doesn’t have to be money. But it may lead you to money by turning your gold into wealth. Here are several areas to evaluate as you begin the search for your golden ticket. There may be several golden tickets you already possess but you haven’t yet realized their value. 1.
Sales Gravy
JULY 30, 2012
Of course, you want more referrals from your client in the future. If you take the time and effort to do a little investigation, you should have at least a few areas to investigate further.
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
SBI
JULY 31, 2012
Tweet Olympic athletes train hard, and they are certainly among the ranks of the most dedicated in the world of competitive sports. They strive to excel in every capacity and endeavor, to have the right team,the right equipment, the right training regimen, the right attitude, and the right support network. But there is one factor, perhaps above all else, that determines whether they will find themselves perched atop that highest and most coveted pedestal – they really know their numbers.
MTD Sales Training
JULY 18, 2012
If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority.
Engage Selling
JULY 12, 2012
We hosted our first State of the Sales National call yesterday ensure that our community is armed with cutting-edge sales strategies proven to work in this tough economy. I plan on running them each quarter. If you missed the call you can register for the replay here. During each session, we’ll zoom in on a particular topic and review what you need to know right now to put it to work.
Jeffrey Gitomer
JULY 26, 2012
Tweet I recently received a question about losing sales from a man named Roy. I wanted to take some time to share both the question and my answer with you here: Want to receive more tips from me about hiring, sales, leadership, and other business topics?
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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.
Sales Gravy
JULY 25, 2012
Theres not a lot you can do about the national economy but there is a lot you can do about your personal economy. ~Zig ZiglarMany years ago when it was reasonably safe to do so, I picked up a hitchhiker just outside of Raleigh, North Carolina.
SBI
JULY 24, 2012
Tweet A sad farewell. The Internet and social media have changed the world of business and sales forever. That cannot be denied. However, far from isolating people from each other, as the naysayers decry, technology—and social media in particular—has made it possible to build personal relationships that would not otherwise be possible. In this country, social networks are an integral component in the lives of 80% of the population.
MTD Sales Training
JULY 13, 2012
Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that an incoming cold call is STILL a cold call , requiring, tact, care and precision. #1: A Clear and Simple Greeting.
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.
Engage Selling
JULY 9, 2012
Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they are inaccurate. Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they are inaccurate.
Jeffrey Gitomer
JULY 13, 2012
Tweet I am sick of goals and goal experts. You know, the people that spam you around the first of the year proclaiming they are the ones who can “help you” get to the next level. They have the magic “goal achievement formula.” All you have to do to achieve your goals is pay the sender of the email. I am not an expert at setting goals.
Sales Gravy
JULY 19, 2012
The sales bicycle is not for everyone. If you jump on this bicycle you better give it your all. Play to win or dont play at all. Fail fast and learn quickly. Selling is a contact sport- the person that makes the most contact wins every time!
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.
SBI
JULY 10, 2012
Tweet Here in the United States, for the past 236 extraordinary years, the 4th of July has been a day of both commemoration and, of course, celebration. In a most singular and dedicated fashion, we gather with friends and family to enjoy those quintessential summer activities – a barbeque, a few well-deserved libations, and an evening of star-spangled fireworks to dazzle our spirits, and to remind us how fortunate we are to live in this precious realm of freedom we call America.
MTD Sales Training
JULY 19, 2012
A sluggish economy gives prospects a ton of objections and reasons to stall. Unfortunately, many sales people still have a difficultly time overcoming these, “econojections.” The main reason sales people have such problems with econojections is that they are not objections at all. The state of the economy, be it local, national or global, is a condition , hence the term “economic conditions.
Engage Selling
JULY 4, 2012
Build customers for life and building relationships throughout your entire organization with your client is of utmost important. Organizations should also develop a genuine interest in clients business and have a commitment from every department to provide a great customer experience. Providing rewards for repeat business is also a great way to motivate your employees.
Jeffrey Gitomer
JULY 31, 2012
Tweet Today, people are more visual than ever. So, why are you still talking through some boring old sales pitch instead of showing the customer what it means to do business with you? There is a visual side of selling that you must learn and master in order to catapult your sales to the next level. In this one-of-a-kind webinar, you will learn: The importance of adding visuals to make sales easier.
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 19, 2012
There are dozens of approaches to cold calling, but they all center on quickly getting someone to listen to you so you can ask them questions to see if they are a good prospect. You must prepare before making the call.
SBI
JULY 27, 2012
Tweet Summer School for B2B Sellers. Admit it, summer is the slowest sales time of the year and it is hard to even get an appointment with customers on vacation. Sales Summer School was created to take advantage of this lull in selling activity by providing an opportunity for sales professionals to refresh and update their skills and knowledge. 30+ ON-LINE CLASSES / 19 INSTRUCTORS / 30 DAYS!
MTD Sales Training
JULY 6, 2012
In a prospecting cold call , you need to develop a rapport and create a professional, trustworthy image in the mind of the prospect in just a few seconds. In less than 7 seconds, the prospect will have formulated an image of you in his or her mind, and the success or failure of the call depends on that image. The following three tips will help you create some rapport almost instantly, and successfully take some of the cold out of the cold call. #1- Loose the Enthusiasm.
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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