Jeffrey Gitomer

DECEMBER 1, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Meetings 126

Meetings Leadership Sales Management Management 126

Engage Selling

DECEMBER 9, 2014

'As salespeople, we spend many hours investing in our own knowledge. Workshops, conferences, coaching, books…the list goes on! The best sellers are always looking for new ways to increase their knowledge and expose themselves to new information. This is such an essential key for massive success in sales, but it won’t do you any good […].

Client Relationships 93

Client Relationships Sales 93

MTD Sales Training

DECEMBER 2, 2014

Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism and tenure rates. It is critical that employees who interact with clients on a regular basis work to improve their conflict management skills, and specifically, their ability understand the customer perspective.

Sales Training 53

Sales Training Communication Meetings Management 53

SBI

DECEMBER 3, 2014

'Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” I have to give him some credit – he got my attention and raised a very important question. I wanted to know what drove him to write the article and I talked with him last week.

Investors 54

Investors Suppliers Decision-making Sales 54

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.

Better Ways Sales Strategies

DECEMBER 28, 2014

Having worked with more than two dozen different professional services firms (including IBM and Accenture), I’ve seen my share of common sales and business development pitfalls. Among the most prevalent: Weakness in account management and account planning effectiveness — even with a firm’s largest and most strategic clients. Client churn, poor penetration at top accounts, and lack of sales predictability are all the result of poor account management.

Account Management 40

Account Management Management Client Relationships Key Account Management 40

Sales Gravy

DECEMBER 10, 2014

You could ask whether someone plans to stay in town for the holidays. You might ask if they’re done with shopping. Ask if they found any unusual gifts this year. You can talk with anyone when you have these generic questions.

Sales 40

Sales 40

Engage Selling

DECEMBER 16, 2014

'Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this […].

Management 92

Management Sales 92

MTD Sales Training

DECEMBER 18, 2014

Another year has sailed by and what a fantastic 2014 it has been. It’s at this time of year at MTD Sales Training we like to get sentimental and reflect on some of the best sales tips, advice and general musings we have offered you through our blog over the last twelve months. In one of the only top ten’s you will see this festive season that Simon Cowell has no control over, we look back at the blog posts that have been shared the most to your LinkedIn, Facebook, Twitter and Google+

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Sales Training Sales Sales Management Management 48

SBI

DECEMBER 16, 2014

'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Al Lieb, CEO of ClearSlide. Nancy: What does ClearSlide do? What problem/s are you solving for sales and/or marketing organizations?

Decision-making 52

Decision-making Communication Marketing Sales 52

Engage Selling

DECEMBER 5, 2014

'Please vote! I’ve been nominated on Top Sales World for 2014’s Top Sales Blog, Top Sales Book, and Top Sales Video. You can vote once per day between now and when voting ends on December 12th.

Sales 87

Sales 87

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

Engage Selling

DECEMBER 23, 2014

'“This year is going to be MY year.” Almost without fail, each year we all hear phrases like this leading into January. It’s a good thing. It shows that most people have a genuine interest in being successful. Unfortunately, interest alone is not enough to follow through with creating real success. You must develop an unwavering […].

Client Relationships 87

Client Relationships Sales 87

Engage Selling

DECEMBER 30, 2014

'Are you doing enough to build your current relationships? When you close a sale with a new client, you create a new relationship that needs to be nurtured. All too often, salespeople make a sale and then move to the next prospect. When a salesperson continues this trend long term, their client retention is going […]. Observations from the real World client attraction client loyalty client relationships Colleen Francis Engage Selling Solutions Lead Up!

Client Relationships 86

Client Relationships Management Sales 86

Engage Selling

DECEMBER 11, 2014

'Wow. In three weeks we are officially going to be in 2015. You’re hearing me talk a lot about year end activities and tips for starting 2015 on the right foot. This is a deliberate attempt to help you focus on getting ahead and making the upcoming year your most successful to date. If you’re reading […].

Sales 86

Sales 86

Engage Selling

DECEMBER 3, 2014

'In fighting on your sales team? Never! Turf wars need to be managed quickly and succinctly. In today’s podcast, I’ll share ideas on how to do it. In fighting on your sales team? Never! Turf wars need to be managed quickly and succinctly. In today’s podcast, I’ll share ideas on how to do it. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

Sales Training 78

Sales Training Management Sales 78

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

Engage Selling

DECEMBER 4, 2014

'Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to ignore phone calls that you don’t want to answer and also allows important contacts to leave a message even if you aren’t available. On the other hand, your prospects have the same power. They can just as easily […].

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Sales 77

Engage Selling

DECEMBER 12, 2014

'My book Nonstop Sales Boom is filled with more critical sales information that will help drive sales in 2015.

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Sales 90

Engage Selling

DECEMBER 18, 2014

'This is one season that can cause a lot of confusion for many salespeople. No – not confusion with their sales, but with the idea of giving gifts to their clients. “What should I buy my clients?” “Can I give them gifts?” “Should I even acknowledge them during the Christmas season?” Do any of these […].

Sales 67

Sales 67

Engage Selling

DECEMBER 11, 2014

'Love this! Nonstop Sales Boom received a raving review by Ken Thoreson on Your Sales Management Guru! Have you picked up your copy of the book yet? Also, don’t forget to vote for Nonstop Sales Boom for Top Sales Book 2014 in the 2014 Top Sales Awards!

Sales Management 67

Sales Management Management Sales 67

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

Engage Selling

DECEMBER 29, 2014

'My book Nonstop Sales Boom is filled with more critical sales information that will help drive sales in 2015.

Sales 75

Sales 75

MTD Sales Training

DECEMBER 8, 2014

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The different levels will be involved in the search, evaluation, purchase and use of your products or services.

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Stakeholders Procurement Decision-making Sales Training 48

MTD Sales Training

DECEMBER 3, 2014

One of my trainers had an interesting conversation with a salesperson on a recent course. The discussions revolved around how close we should get to a customer’s business and whether there is value in knowing how the customer really thinks about us. The salesperson agreed up to a point but said he didn’t know how to get this knowledge, as many of his customers wouldn’t offer any help when they carried out customer satisfaction surveys.

Finance 48

Finance Sales Training Account Management Customer Value 48

SBI

DECEMBER 29, 2014

'As we close out the year, I thought I’d put the spotlight on some of your (and my) favorite posts. There’s a little something for everyone. 2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. Thanks for being a loyal reader. Enjoy… Most ReTweeted (500 retweets). 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14.

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Decision-making Prioritization Innovation Marketing 51

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

Sales Gravy

DECEMBER 8, 2014

There are many books and CD’s you can invest in to help you “develop an attitude of gratitude,” but the easiest way is to simply make a list of 25 things you’re grateful for right now.

Sales 40

Sales 40

Sales Gravy

DECEMBER 4, 2014

It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t want to appear desperate.

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Sales Management Management Sales 40

Sales Gravy

DECEMBER 4, 2014

Motivation and incentives are powerful tools that can improve performance and add to the bottom line when used effectively. They can be just as powerful in re-enforcing negative attitudes if improperly applied.

Sales 40

Sales 40

Sales Gravy

DECEMBER 4, 2014

Decision makers will typically not accept a meeting from mid to end of December. However, if you request a date to meet NEXT year (which is just days away), their calendars are usually wide open.

Meetings 40

Meetings 40

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

SBI

DECEMBER 8, 2014

'The question about whether Sales as a profession is Art vs Science is an old one. It’s typically asked because we wonder whether you can teach someone to be a great salesperson or whether it’s an art which presumably can’t be taught. The big question isn’t whether Sales is an art or science. The big question is, “does your sales team actually use a scientific approach at all?

Sales 48

Sales 48

Sales Gravy

DECEMBER 4, 2014

If you are a mid-size to small business owner or even a sales professional, now is the time to strategically think about today’s results and tomorrow’s goals.

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Strategic Thinking Small Business Sales 40

Sales Gravy

DECEMBER 4, 2014

I suggest that you commit to completing your business development activities first thing in the morning to make sure they get completed.

Sales 40

Sales 40

Sales Gravy

DECEMBER 4, 2014

CEOs are visionaries, they know where they want to end up, but it is up to his people to provide the map.

Sales 40

Sales Organization 40

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