SBI Growth

FEBRUARY 11, 2013

We have helped numerous Sales Ops leaders take back authority. Defend your turf ­­ – Devise a plan for taking back authority and your seat at the table. He called it the hardest punch to his gut he’s ever received. Buyer data is being housed in Customer Service. Customer data is more granular today than ever.

Collateral 334

Collateral Customer Service Data Buyer 334

The Sales Hunter

JULY 18, 2013

How much time does the customer do the talking compared to me? When we take a step back and honestly assess our process, there is not one of us who could say we have not done at least one of the six on a recent sales call. Be honest with yourself. ” Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 241

Cold Calling Consultative Selling Customer Service Selling Skills 241

SBI Growth

OCTOBER 25, 2012

As a Sales VP, you need to understand how to get back more time. For this customer, each low value add activity was changed: Internal Email - Investigated that the majority of emails were going to customer service from sales reps. Communicated to all customers calling customer service would speed up service.

Hiring 310

Hiring Travel Territories Face-to-face 310

Jeffrey Gitomer

AUGUST 10, 2011

Offer to call back or come back in a few days? Meanwhile you’re pissed off, you’re off balance, and about to make a bad choice – PLUS you’re mentally blaming the customer for his indecisiveness. For all requests and questions, including reprint permission, please call 704/333-1112 or email us.

Hiring 297

Hiring Training Social Media Loyalty 297

Jeffrey Gitomer

OCTOBER 19, 2011

It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). Categorize them on the back of their card as soon as you get it. (A. Write it on the back of their card as soon as you finish the conversation.). Ways To Win Prospects And Contacts At A Networking Event.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

OCTOBER 7, 2013

Customers aren’t looking to do business with negative people. Make the tough call now. Putting off the tough call is one of the worst things anyone can do, because all it does is eat away at you and suck energy that should be used to go after building the business. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 258

Motivation Call-back Customer Service Energy 258

The Sales Hunter

JUNE 18, 2013

I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1.

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

Hubspot Sales

OCTOBER 16, 2024

Cold calling. You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. But once in a blue moon, regardless of how good the quarter may be treating them, a business’ sales team needs to take a step back. Lucky for them, that’s where outsourced cold calling steps in. Let’s jump in.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Call-back 105

The Sales Hunter

JUNE 25, 2013

Salespeople who are trying to build their self-esteem off their customers shouldn’t be in sales. They should be back in middle school where they belong. The customer doesn’t have to talk because you the salesperson is doing all the talking. Nothing like ignoring what the customer has to say.

Customer 253

Customer Customer Service Motivation Selling Skills 253

Zoominfo

MARCH 21, 2025

Customization : Can it adapt to your unique sales processes and workflows? Vendor Support : Is onboarding, training, and customer service included? Backed by 14 proprietary machine learning patents, Chorus is built to help revenue teams win more deals, coach more effectively, and scale performance.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Jeffrey Gitomer

APRIL 16, 2013

real world connection strategies to eliminate cold calling. Visit existing customers. You’ll have the potential to gain fifty “cold call” connections each time you speak. Contact current customers who aren’t using 100% of your product line. You have gold in your own back yard. No cold call needed.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Mr. Inside Sales

OCTOBER 11, 2021

“When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. And these are the things you look for as well, right?”. Want 500 more word-for-word scripts? Click Here.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. Please return my phone call.

Customer 240

Customer Call-back ACT Selling Skills 240

The Sales Hunter

SEPTEMBER 3, 2013

The beautiful thing to them is when tomorrow comes, they don’t remember where they left off the day before, so they go back to preparing to prospect. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Networking Prospecting Sales Motivation discount discounting prospect prospecting sales prospecting'

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

Understanding the Sales Force

DECEMBER 9, 2013

By the way, inside sales is a term that no longer works for me because it could refer to any of the following roles: Customer Service - solving problems. Appointment Setting - scheduling first meetings or calls. Telemarketing - scripted sales pitch for a specific product or service. Order Fulfillment - taking orders.

Inside Sales 269

Inside Sales Outside Sales Telemarketing Travel 269

Score More Sales

DECEMBER 2, 2013

No return calls on voice mail messages? Here are some suggestions to help you get your messaging groove back: Start from scratch. We’re helping them solve customer service issues faster with higher satisfaction rates. . Sometimes in sales you just need to start over with your messaging. You need a message makeover.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

The Sales Hunter

AUGUST 30, 2019

This happens when the customer starts thinking the expectations are “x,” when in reality, they are “y.” I call this stupid selling on the salesperson’s part. Many times, the issue doesn’t come back to haunt the salesperson immediately. Instead, the problem hits customer service or others in the company first.

Ideal Customer Profile 187

Ideal Customer Profile Customer Customer Service Call-back 187

The Sales Hunter

FEBRUARY 18, 2014

When you ask for the order, are you giving the customer eye contact? . Take a step back and think through each element of your sales presentation and ask yourself, “Does everything reflect and demonstrate confidence?” Is the tone of your voice confident? Click on the below book cover for more info on boosting your profits!

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Sales Hunter

SEPTEMBER 24, 2013

Discussions between the sales manager and the salesperson before the sales call need to be focused on matching the offering to the needs of the customer and how to ensure the customer understands. If you are a sales manager, look back over how you have managed in scenarios where price and profit are discussed and examined.

Sales Management 217

Sales Management Discount Consultative Selling Face-to-face 217

Jeffrey Gitomer

APRIL 19, 2011

It’s often smart to look back at the first time you got an demonstration of the product. For all requests and questions, including reprint permission, please call 704/333-1112 or email us. Einar Wus says: April 22, 2011 at 8:49 am. Good tips Jeffrey! What triggered you into starting selling it? Thank you very much! MARCH 22/23.

Hiring 316

Hiring Social Media Loyalty Referrals 316

Sales and Marketing Management

JANUARY 20, 2020

Setup online conference calls. You don’t have to sit back and wait for buyers to reach out to you; use digital content as an excuse to stay connected. When you know you have an issue early on, you have time to seek help and get back on track. One way to keep your customers happy is to be their unofficial customer service rep.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Jeffrey Gitomer

MAY 27, 2011

Or did you continue to encourage – continue to cheer them on until they finally took those first steps – and then celebrate with hugs, kisses, photographs, and phone call to anyone or everyone who would listen? When someone’s down, you may have the words they need to hear to get back up. Customer Loyalty.

Hiring 315

Hiring Social Media Loyalty Cancellation 315

SBI Growth

OCTOBER 5, 2012

You expect them to hunt new logos AND upsell existing customers. They are also your ad-hoc customer service team. Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Some even proactively call you. Problem: You’ve got the stock broker model.

Compensation 257

Compensation Company Hiring Salary 257

Smooth Sale

DECEMBER 3, 2024

Data supports this dichotomy: While 81% of customers want companies to offer personalized experiences, 64% don’t want companies to use artificial intelligence (AI) to improve customer service. Users are always close to their next interaction, using text messages, video calls, or social media posts, to name a few possibilities.

Influencer 103

Influencer How To Social Media Call-back 103

SBI Growth

SEPTEMBER 26, 2012

Bob at Acme isn’t returning my calls. Introduce the service or implementation team. Account management or customer service resources. Call to Action: Have each rep on your team identify the top 5 deals they need to close in Q4. Track each deal and have the team report back weekly on progress.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

SBI Growth

AUGUST 2, 2013

Understand the advantages of your customer service. Then back it up with your insights. Using graphics gives you what he calls the “ picture-superiority effect.” Trend spotting and experience make you a leader. Trends are important. But your experience will provide a realistic perspective. Don’t take this step lightly.

Trends 306

Trends Face-to-face Buyer Follow-up 306

Sales and Marketing Management

FEBRUARY 11, 2021

Its customer service? They log in each day and get to work on their call list. That's why, earlier this year, as the pandemic slowed down, we opened our doors and brought our reps back in-house as quickly as we could do so in a safe way. Author: Sabrina Ferraioli What makes a great company? Its products? Here’s why.

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Jeffrey Gitomer

MAY 9, 2011

Let’s be kind and call it “sales underachievement.” When you have the pressure to sell, the prospect senses it, and backs off. For all requests and questions, including reprint permission, please call 704/333-1112 or email us. Feel like you’re unable to get out of the rut? Is it the economy or is it YOU?

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Understanding the Sales Force

JULY 10, 2023

It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. Some products are so exclusive, and so desirable, that crappy customer service might not even stop you from buying again.

Customer 156

Customer Wireless Customer Service Call-back 156

Jeffrey Gitomer

APRIL 21, 2011

Pre-call research should tell you that. Find out a little bit about the prospect’s business so you can go into the sales call with answers and ideas that may get the prospect excited enough to buy. For all requests and questions, including reprint permission, please call 704/333-1112 or email us. Good start. MARCH 22/23.

Hiring 335

Hiring Social Media Loyalty Commission 335

Partners in Excellence

JANUARY 24, 2025

We have endless dashboards, showing what’s happening in every part of the organization, every customer interaction, over whatever time periods one wants. For example, I don’t care about the activities (calls, emails, intros, etc) it takes to create a high impact conversation. When they aren’t, we start drilling down.

Forecasting 111

Forecasting Fashion Conversion Call-back 111

Zoominfo

MARCH 27, 2018

A quarter of Millennials are fully engaged customers, and their engagement is highly dependent on technology ( source ). Customer service interactions over Twitter have increased 250% in the last two years ( source ). On average 29% of B2B customers are fully engaged ( source ). Customer Engagement Challenges.

Customer 196

Customer Channels Consumer Customer Service 196

Jeffrey Gitomer

JUNE 28, 2011

I love making sales, and I try to do two or three sales calls every week, so I can stay at the top of my game. I’m challenging you to go back, and re-read to this formula – there’s no magic to it, but add passion, and the results will be incredibly magical. I don’t just teach sales, I make sales. IT’S NOT ONE ELEMENT. Share this Post.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

Sales Gravy

MARCH 4, 2025

Matt from Grand Rapids says, If I dont make my cold calls, our pipeline will go dry. He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls. Now he wants to proactively call into that same niche. Sound familiar? How big are they?

Ideal Customer Profile 56

Ideal Customer Profile Cold Calling Pipeline Face-to-face 56

Sales and Marketing Management

SEPTEMBER 3, 2017

Knowing which conversions are serious about becoming new customers and which are not is extremely important. This is because, nearly half the time, conversions turn out to be customer service inquiries, job applications and even spam. Implement the call tracking vendor’s code on your website to start tracking phone calls.

Google Analytics 201

Google Analytics Channels Marketing Qualified Lead Leads 201

The Sales Hunter

DECEMBER 26, 2012

This is the year to not have any excuses as to why you didn’t call somebody back when you were supposed to. A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. It’s the year to not have an excuse as to why you didn’t close a sale you thought you would get.

Call-back 242

Call-back Motivation Exact Objections 242

Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. Many are doing mediocre to bad research and call prep using these tools. Just dump in the data, the customer didn’t have to clean it up much, we could do that.

Engineering 124

Engineering Decision Maker Tools Face-to-face 124