Jeffrey Gitomer
APRIL 21, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Here Are The Dumbest Questions Salespeople Ask — And Why They’re Dumb. Gitomer | April 21, 2011 | 8 Comments. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Knowing this truth, you’d think all salespeople would ask smart questions.
MTD Sales Training
OCTOBER 27, 2011
It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance. However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook. Keep these things in mind as they are easy to forget and take for granted. 1.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Credo
APRIL 5, 2011
Knowing your competition for students is just one of the many critical things that campuses need to determine on a regular basis. Why is this important?
SBI
DECEMBER 21, 2011
If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about the steps you can take to make their job easier.
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.
Jeffrey Gitomer
AUGUST 15, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 10.5 Attitude Buster Remedies. Gitomer | August 15, 2011 | 1 Comment. Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Here is a list of attitude busters, with actions (remedies) you can take to overcome them: 1.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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.
Jeffrey Gitomer
APRIL 13, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 10.5 Ways To Adapt To Change. Gitomer | April 13, 2011 | 5 Comments. Tweet Share Here are 10.5 ways to adapt to change and incorporate it naturally into your life — and your life’s work: 1. Just accept change as part of life – it’s inevitable – don’t fight it.
Jeffrey Gitomer
AUGUST 31, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. “What Should I Say When The Customer Calls And He’s Mad As Hell?” Gitomer | August 31, 2011 | 4 Comments. Tweet Share Anything except, “I’m sorry!” You can say, “I apologize,” but that’s not what the customer is looking for.
Jeffrey Gitomer
JULY 29, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. For the love of sales, not the love of money. Gitomer | July 29, 2011 | Leave a Comment. Tweet Share Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers? These are not questions I pulled out of the air.
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
Jeffrey Gitomer
APRIL 19, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips. Gitomer | April 19, 2011 | 3 Comments. Tweet Share 1. What’s my time limit? 2. Is this the most compelling message I can create? 3. What’s the point? What will compel me to act?
Jeffrey Gitomer
MAY 27, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Lost Secret of Leadership. Gitomer | May 27, 2011 | 3 Comments. Tweet Share If you’re looking for some magic formula – some wisdom of the ages – some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement.
Jeffrey Gitomer
OCTOBER 19, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 11.5 Ways To Win Prospects And Contacts At A Networking Event. Gitomer | October 19, 2011 | Leave a Comment. Tweet Share Networking is fun. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). If you network smart, it’s the easiest way to make sales contacts.
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.
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.
MTD Sales Training
OCTOBER 13, 2011
You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that you must avoid. #1. Criticise in Public.
Jeffrey Gitomer
MAY 9, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. “Help! I’m Slumping, And I Can’t Get A Sale!” Gitomer | May 9, 2011 | 2 Comments. Tweet Share In a slump? Not making enough (or any) sales? Feel like you’re unable to get out of the rut? Is it the economy or is it YOU? Maybe you’re not in a big slump, but just can’t seem to hit the quota numbers.
Jeffrey Gitomer
JUNE 28, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Jeffrey, I want to know, what do YOU do to maintain success? Gitomer | June 28, 2011 | 4 Comments. Tweet Share As my sales career has evolved over the years, and I have emerged as a leader (maybe THE leader) in the sales industry, I’m often asked if I have any secrets for success or what’s been my path to personal success.
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. .
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
OCTOBER 17, 2011
32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities. In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off the more traditional ways of selling?
MTD Sales Training
OCTOBER 24, 2011
How do you view the profession of selling? . Let’s face it; selling is unlike any other business or profession in the world. . I am not referring to those who do a little selling as part of their overall job function. I am referring to those people who choose to make their living purely by selling products or services, and most often to strangers. I am talking about those who have chosen to get what they want and need, by helping others get what they want and need.
MTD Sales Training
OCTOBER 12, 2011
Image by Damian M. You can find Sam-I-Am in the critically acclaimed children’s book, “Green Eggs & Ham,” by the famed Dr. Seuss. First published in 1960 by Random House, “Green Eggs & Ham,” tells the story of two characters: one named Sam-I-Am and another, an unnamed character I will call “IT.”. Eloquently presented with colourful images and rhymes, the book follows Sam as he tries tirelessly to persuade IT to eat some green eggs and ham.
Jeffrey Gitomer
JULY 7, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why Can’t You Get More Referrals? Gitomer | July 7, 2011 | Leave a Comment. Tweet Share The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for. The definition of “referral” is: Risk.
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
DECEMBER 19, 2011
You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense t
Jeffrey Gitomer
AUGUST 10, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not about RESPONSE. It’s about PREVENTION. Gitomer | August 10, 2011 | 1 Comment. Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, “Sounds great.
MTD Sales Training
DECEMBER 20, 2011
Techy Tuesdays takes the reins of the MTD Sales Blog once again this week as we steer you towards a brighter future in the online world. Last week I showed you some great uses of the LinkedIn Answers platform when looking to test your marketing strategies and generate ideas for new content, and this week I thought I’d give you some top tips for creating a successful LinkedIn Company Page.
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.
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?
Jeffrey Gitomer
AUGUST 17, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How Are You Using The Power of First Impression? Gitomer | August 18, 2011 | 1 Comment. Tweet Share You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for. Now is the time to hone your presentation to perfection… or is it?
Jeffrey Gitomer
SEPTEMBER 20, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Skills You Need To Be a True Leader. Gitomer | September 20, 2011 | 1 Comment. Tweet Share If you’re a boss, manager, or leader of some kind, listen up. This lesson will help you clarify the real-world skills you need to be a true leader. I’m talking about the leadership qualities needed to succeed: the action items, principles, and skills to employ so leadership works.
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.
MTD Sales Training
DECEMBER 22, 2011
Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.
Advertisement
Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.
Expert insights. Personalized for you.
134 
Let's personalize your content