Jeffrey Gitomer
JUNE 14, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The 21.5 BEST Places To Network. Gitomer | June 14, 2011 | 2 Comments. Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. Here are the 21.5 BEST places to network: 1.
MTD Sales Training
JUNE 29, 2011
One certain way to increase sales is to increase the perceived value of your product or service. The sale often takes place when the prospect feels that the value of the product is significantly greater than the value of the money. Once the benefits outweigh the costs, you are in position to do business. Below are a few tips to help you instantly raise value during the sales interaction.
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Sales Gravy
JUNE 13, 2011
If I'm calling a corporate franchise because I want to get my foot in the door and train all of their individual franchisees, and would like corporate to do the "recommendation" for me, they will have to see WIIFT first (What's In It For Them) and to
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
JUNE 12, 2011
Before anyone will buy your product or service, they have to buy your value-proposition. There isn’t any way around it. Zero. Zip. Nada. Don’t even try. It always comes down to the value proposition. Except when it doesn’t. When is that? When you have to generate or maintain interest. Which is all the time. Don’t get me wrong. You can’t sell without the value-proposition.
Jeffrey Gitomer
JUNE 2, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Respect Factor — Earning Versus Demanding. Gitomer | June 2, 2011 | 2 Comments. Tweet Share Most people expect that with the title, respect will follow. And unfortunately most people are wrong. Your team members don’t respect a title unless they respect a person.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JUNE 30, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Are you the leader or just the boss? Gitomer | June 30, 2011 | 1 Comment. Tweet Share The leader of a symphony orchestra knows how to play every instrument. He also knows how those instruments blend together to create a symphonic sound. The leader of a choir knows every note that everybody has to sing, and knows how the voices and notes blend together to make harmony.
Jeffrey Gitomer
JUNE 8, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Come Meet, Tweet, and Eat with Jeffrey Gitomer, Noah Rickun, and Joe Sorge. Gitomer | June 8, 2011 | Leave a Comment. Tweet Share Noah Rickun, Joe Sorge, and I are hosting a Tweetup this Thursday June 9, and I’d like to invite you to join us: To register for the Tweetup or to learn more about it, click here.
Jeffrey Gitomer
JUNE 22, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Join Jeffrey’s Next Live Webinar and Watch the Sparks Fly! Gitomer | June 22, 2011 | Leave a Comment. Tweet Share Fire up your computer. Get out your notepad. Pull up a chair and fasten your seatbelt! Andy Horner, Chief Architect of Jeffrey’s Ace of Sales, and I are about to open up a can of webinar whoop-ass!
MTD Sales Training
JUNE 27, 2011
Before you can close the sale, you need an effective sales interaction. Before you can have an effective sales interaction, you have to get the appointment. Before you can get the appointment, you have to get your preverbal foot in the door. With today’s modern-day buyer, sometimes you have to broaden your approach to get in more doors. Broaden Your Approach.
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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
JUNE 23, 2011
It’s been a long time coming but my new book “eselling” is being launched in July! It’s a completely new way to sell using the internet as your main vehicle. I’ve put together a 60 minute online training session which explains some of the nuts and bolts of eselling. Please click here [link] to gain immediate access to the training session right now.
MTD Sales Training
JUNE 22, 2011
Many times, your buyer will take a look at your up-front price and reject it. This is because they don’t see how the goods or services you offer will solve their problems at the price stated. In other words, value has not been built up in the customer’s mind. Value isn’t waht you think it is. Value is alwyas what the buyer thinks it is.
MTD Sales Training
JUNE 21, 2011
We have spoken at length of value-based propositions, and we have discussed how buyers who understand the complexity of their needs are more open to value-added solutions. The question is, how do we get buyers to understand that their needs are more improtant than price, so they are willing to pay more for a better solution? Well, we begin by getting them to appreciate their needs and wants fully, by convincing and hard-hitting questions that put the emphasis on their busienss rather than the ch
MTD Sales Training
JUNE 20, 2011
I’m delighted to introduce a guest blogger for today, my friend and colleague, Mark Hunter. Mark is known as “The Sales Hunter”, and offers some good advice on how to start your working week on the run. Enjoy! Want to begin your week with good momentum and sales motivation? Here are 5 ways to do it: 1. Contact your best customers Monday morning.
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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
JUNE 15, 2011
Picture the scene…you have a really great product and your customers are very happy with the service you offer. You are presenting to a new prospective client and the call is going ok. Suddenly your prospect comes up with a whole load of objections and switches off their interest. It’s as if they just tuned you out and are not listening to anything you say that might influence them.
MTD Sales Training
JUNE 13, 2011
Over the past couple of years, county and town councils here in the UK have been trying to reduce the number of doorstep and distraction burglaries by introducing ‘No Cold-Calling Zones’ (NCCZ’s) in residential areas. These zones are specific geographical areas where residents have identified that they do not want visits from unsolicited or ‘cold’ callers.
MTD Sales Training
JUNE 10, 2011
You’ve heard it said that your elevator speech is one of the most important parts of your sales armoury. It’s that first impression you make on people, the first few seconds of the contact, that will either make or break the conversation and allow you to encourage the person to know more about you, or cut the conversation off before it even gets started.
MTD Sales Training
JUNE 8, 2011
Have you ever bought someone a Birthday or Christmas present and then found that they had taken it back to the shop for an exchange? Or have you ever described a haircut style that you wanted and the hairdresser styled it in such a way that you didn’t want to be seen in public for a month? Have you ever suggested a solution to a prospect, only to find that that they said that’s exactly what they’re NOT looking for?
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
JUNE 6, 2011
When you have found out precisely what the client is wanting in terms of solutions to their problems, you have earned the right to present those solutions. And much of what you say comes down to demonstrating the viability of your product to serve the needs of the client. So many presentations I have seen fall short of what I consider the baseline for this most vital stage of the sales process.
MTD Sales Training
JUNE 3, 2011
You want the customer to view you as more than a sales person. You want them to view you as more than a consultant. You need them to view you as a trusted advisor. Only then do your views, your comments, your suggestions, your advice actually hit home to the client and make them pay attention to the ideas you bring to the table. So how do you bring this value, this creativity, to the attention of the prospect you have in front of you?
MTD Sales Training
JUNE 1, 2011
Many salespeople tell me that the greatest skill they can develop is that of excellent communications. And I would agree. Unless you are excelling at this most vital of skills, you risk missing many opportunities that exist out there. However, most salespeople we train overestimate the quality of their communication skills, some by a vast amount. If I were to ask you how you would rate your listening and questioning skills out of ten, how many of you would say ‘minus two’?!
Sales Gravy
JUNE 7, 2011
Asking questions can slow a situation down long enough to see where it's heading. This allows you to take corrective action sooner instead of later. You can surface hidden agendas and reveal lies without being adversarial.
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.
Sales Gravy
JUNE 21, 2011
Every organization has its own individual "buying / purchasing" process. Maybe the buck starts and stops with your prospect. But maybe it doesn't.
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
JUNE 30, 2011
We all have troublesome customers who take up much more of our time and energy than our other customers.
SBI
JUNE 1, 2011
I don’t go to Sunday brunch very often. It’s a rare treat. When I know I’ll be going, I try to eat light for a few days in advance – I know I’ll want lots of room in my belly. My favorite item by far, is the eggs benedict and so I’m careful not to over-do it on the other buffet temptations. One thing I never do at a buffet is limit myself to the Jell-O.
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