SBI Growth
MARCH 11, 2013
In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance. This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful.
MTD Sales Training
MARCH 29, 2013
Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
MARCH 27, 2013
Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.
Engage Selling
MARCH 28, 2013
There are sales lessons on every corner, all you have to do is look for them. Here are a three from this week. Hit #1 : US Airways Gate agent, Gate #3 Providence RI. She noticed that my FF# was not entered correctly when I boarded. So, she took my ticket, changed the number in the system after everyone was boarded, and walked onto the plane to present me a new boarding pass with the updated information.
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
MARCH 5, 2013
What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? I’m betting your answer is YES. That’s because you know it’s absurd to think you can obtain different results in the future without changing something about the way you do business currently.
Sales Gravy
MARCH 18, 2013
Dreams, goals, plans, winning expectations all have no substance until a directed course of action is taken. The correlation that exists between action and success is profound in every aspect.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 27, 2013
On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 8, 2013
Tweet What are you doing to keep your salespeople? Here’s a list of 23.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2.
Engage Selling
MARCH 25, 2013
Instead of offering rewards and incentives to new customers, why not reward your loyal customers? Instead of offering rewards and incentives to new customers, why not reward your loyal customers?
SBI
MARCH 19, 2013
If all you have is a hammer, everything starts to look like a nail. Our decisions are colored by the history and experiences that shape our perspective. So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.
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
Sales Gravy
MARCH 11, 2013
One can blame the leads, economy or even management all they want, but if you are getting shut down with No, thanks, Not interested or Were all set (click) responses way too often, you may want to start with looking at your message with
SBI Growth
MARCH 18, 2013
An event occurs: the top sales rep resigned. You get on the phone and try to ‘save’ him. Discussions around career, tenure, experience and longevity ensue. He tells you “he loves this place… will miss everyone… got a better opportunity.” You get your boss on the phone with him. You get the CEO on the phone with him. Nothing works: he leaves for greener grass.
MTD Sales Training
MARCH 7, 2013
The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 11, 2013
Tweet “Jeffrey, what’s the BEST way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?” EASY ANSWER: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option.
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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.
Engage Selling
MARCH 18, 2013
Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly. Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly.
SBI
MARCH 12, 2013
Content was anointed King the minute buyers started using the Internet to search for products and services. Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. No doubt, we use content to acquire, grow, and maintain the prospect’s attention for the purpose of populating and perpetuating the pipeline.
Sales Gravy
MARCH 7, 2013
There are many ways that front line supervisors and managers can mentor and coach sales reps through prospecting and closing calls, but a new way of teaching them to actually look forward to getting nos is to make a game of it using Bingo as the mod
SBI Growth
MARCH 5, 2013
This post is written to help educate CEOs on why the number got missed. Perhaps the quarter is not shaping up well. The number is a tiny spot on the horizon. The board is going to be on your rear end if this doesn’t get fixed quickly. Your background is in operations, not sales and marketing. You need help understanding the issues in order to fix them.
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
MARCH 28, 2013
Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 2, 2013
Tweet Many people will tell you to get a positive attitude, or that a positive attitude is essential for success. But very few tell you HOW to achieve one, so I will. Here’s how: I just gave you the first clue: Surround yourself with “happy.” Create a happy living space. The second: Expose yourself to happy media like sitcoms and cartoons.
Engage Selling
MARCH 12, 2013
Remember Alec Baldwin saying that in Glengarry Glen Ross? Is it a good or a bad thing…? Take the quiz and find out! And for more strategies based on this quiz, check out this article.
SBI
MARCH 26, 2013
I’ve been a long-time fan of Chip and Dan Heath, authors of the books “Made to Stick” and “Switch.” The subjects of both books are decidedly applicable to the field of Sales and Marketing. Made to Stick explores why some ideas thrive while others die. Switch explores the reasons why it’s so hard to make lasting changes in our companies and private lives.
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
MARCH 4, 2013
Reducing the no-show rate is often a matter of taking the time to put into place a system that says to the prospect, You are important. Follow these nine steps and see if your no-show rate doesnt drop significantly.
SBI Growth
MARCH 7, 2013
In this post we will explore the power of storytelling in competitive deals. Storytelling is an undervalued skill. It is the reason you lose competitive deals you think you should have won. There have been many sales methodologies focused on uncovering needs. They will tell you to match your solution to those customer needs. This is only part of a successful strategy.
MTD Sales Training
MARCH 20, 2013
Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 4, 2013
Tweet Sales is sales. It’s not who you’re calling on, or what you’re selling. It’s how you present yourself. If you sell used cars, computers, perfume at a department store, or million dollar yachts — there’s very little difference in anything other than your earnings. Whatever the level of your sale, it’s likely that you’re at your sales comfort level.
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?
Engage Selling
MARCH 11, 2013
The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all good testimonials. The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all good testimonials.
SBI Growth
MARCH 2, 2013
First of all, what is a win theme? A win theme is your value proposition compacted into a manageable sound bite. It is an efficient and memorable way to convey your offerings. The value in win themes is that they can become a powerful mantra. Effective mantras can span sales opportunities and resonate with the customers’ buying criteria. Connecting with customer priorities is what will make win themes the most successful.
SBI Growth
MARCH 17, 2013
To get to the position of CMO or VP of Marketing, you are a top talent. An athlete trains to make it to the pros, yet must continue to train to remain. Marketing as a skill is no different. Download the marketing leader assessment to identify your blind spots. Reaching the most senior marketing position requires A-Player talent. We like to think that we’re at the top of our game.
SBI Growth
MARCH 22, 2013
This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.
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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