Jeffrey Gitomer

AUGUST 10, 2011

The prospect seemed to be in agreement, even excited at times. Offer to call back or come back in a few days? For all requests and questions, including reprint permission, please call 704/333-1112 or email us. You nailed it. I need to think it over for a few days.” ” RATS! Say something? MARCH 22/23.

Hiring 297

Hiring Training Social Media Loyalty 297

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

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? Want 500 more word-for-word scripts?

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

The Sales Hunter

SEPTEMBER 3, 2013

The typical response is, “I’m too busy with paperwork to follow-up with the prospect.” They spend all day in the office preparing to prospect. Before they know it, the day is done and they merely decide to wait until tomorrow to begin prospecting. They give everyone a discount. ” Sales Motivation Blog.

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

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

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Call Best Practices. At the end of each day, look back and congratulate yourself for the most significant thing you accomplished that day. Calling your mother when you have a bad sales call. cold calling. prospecting.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. Setup online conference calls. What comes after prospects consume your content? Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Jeffrey Gitomer

APRIL 16, 2013

real world connection strategies to eliminate cold calling. Visit existing customers. Use the “keyword” search feature to uncover prospects you never knew existed. Ask your informal network of connections to recommend customers. You’ll have the potential to gain fifty “cold call” connections each time you speak.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

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 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. Pre-call research should tell you that. And maybe the prospect feels that’s none of your business. Good start. Awesome post!!!

Hiring 335

Hiring Social Media Loyalty Commission 335

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

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

Nutshell

OCTOBER 9, 2019

“National Customer Service Week.” It sounds like a made-up holiday that megacorps use to keep their frontline customer service representatives happy. In reality, National Customer Service Week has been recognized by U.S. Customer-oriented feedback loop. The best ones even make it to Twitter.

Customer Service 95

Customer Service Customer Hiring How To 95

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

Score More Sales

DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? No return calls on voice mail messages? Here are some suggestions to help you get your messaging groove back: Start from scratch. You need a message makeover.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Anthony Iannarino

AUGUST 5, 2020

You are just starting to make your prospecting calls when one of your existing clients calls you. You want to help them with whatever they need, so you answer their call only to find out they have a problem and ask you to help. You call your operations team to let them know your client needs help.

Prospecting 118

Prospecting Cold Calling Call-back eBook 118

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Bob at Acme isn’t returning my calls. Introduce the service or implementation team. Account management or customer service resources. How do you know if these late stage deals will close in Q4?

Closing 303

Closing Lead Rank Lead Scoring Customer 303

The Sales Hunter

AUGUST 13, 2012

In fact it’s the type of lead where you know you can make it a one, at best a two, call sale. You feel good so you immediately call the person back, and before you know it, you’ve reached their voicemail. Telling the prospect when you can be reached is like saying you’re better than them. Guess what?

Leads 192

Leads Marketing Qualified Lead Call-back Follow-up 192

Mr. Inside Sales

SEPTEMBER 14, 2015

I received an email from a reader who said that he sometimes gets the objection from the gatekeeper of, “I am sorry but he/she does not take outside calls, he/she only responds to emails.” And how do I reach her if I don’t hear back from my email?”. Could I have customer service, please?” (And

Prospecting 120

Prospecting Gatekeeper Decision Maker Call-back 120

Sales and Marketing Management

FEBRUARY 11, 2021

Its customer service? They log in each day and get to work on their call list. And when that sense of company and sales culture is lost, you can expect more problems in the future: Reps fail to be as enthusiastic with customers and prospects, leading to longer sales cycles and below-average close rates. Here’s why.

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Call Best Practices. Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. We never know when the next phone call made will open the door to the biggest sale made.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

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? Don’t get mad.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Sales Hunter

DECEMBER 20, 2012

There should be a law against salespeople calling themselves a salesperson when they’re anything but a salesperson. I’ve been holding back but here it goes. You can’t eat excuses and if you think business is just going to fall into your lap, then go ahead and plan on moving into customer service.

Sports 195

Sports Customer Service Call-back Motivation 195

Hubspot Sales

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

Hiring 145

Hiring Prospecting Trade Show Vendor 145

The Sales Hunter

OCTOBER 30, 2012

If you want to be seen as a village idiot, then go ahead and make prospecting calls to somebody who is in the midst of a crisis and see what kind of a response you get. Turn the table, put yourself in the storm and see how quickly you would become frustrated at someone calling you for something that is not urgent.

Outbound Sales Team 213

Outbound Sales Team Outbound Call-back Exact 213

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Call Best Practices. Regardless of what you did or did not do, never allow yourself to end the day without thinking back on the day and celebrating whatever it was you did that you felt was the most successful thing. cold calling.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. Leverage High-Intensity Sprints: Prospect in short bursts (1530 minutes) where all you do is dial.

Ideal Customer Profile 57

Ideal Customer Profile Cold Calling Pipeline Face-to-face 57

Sales and Marketing Management

OCTOBER 26, 2020

One major telecommunications provider in Scandinavia, for example, has migrated B2B sales to virtual channels, using marketing automation to create leads and installing an online self-service portal. The best sales teams develop personalized insights into behaviors, using machine learning processing of customer interaction data.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Call Best Practices. Make it a commitment to be aggressive in getting key information out to customers and prospects that will keep your name in front of them. Commit on your calendar a dedicated amount of time each week to prospect.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. Either way, that deal is probably going nowhere.

Research 128

Research Prospecting Face-to-face Twitter 128

The Sales Hunter

FEBRUARY 19, 2013

Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. Too many times when a call is not going good, it becomes too easy for the salesperson to think there is nothing else they can do. That’s the worst perception a salesperson can have.

Closing 230

Closing Call-back Follow-up Motivation 230

The Sales Hunter

MARCH 25, 2012

Sit back and wait for the phone to ring? Take on account management and customer service roles?” We foster terrific relationships with our many client connections, and we close business and move on to the next prospect. Discover how to turn prospects into clients more than 50 percent of the time.

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

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

Sales Hacker

FEBRUARY 8, 2021

There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. Why your prospect hates your proposal. But if you skip it, that may be exactly what you’re communicating to the prospect: that their business is a waste of your time. Needless to say, it’s not a good look.

Proposal 137

Proposal Prospecting Vendor Follow-up 137

The Pipeline

OCTOBER 3, 2011

With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. I recently called them to complain about consistent outages and slow service, something others in my area have also complained about. Cold calling. Customer Care. Prospecting. Cold Calling Now.

Pipeline 227

Pipeline Customer Hiring Demand Generation Agencies 227

The Sales Hunter

NOVEMBER 5, 2012

In my job I travel extensively and I never travel without having a back-up plan with regard to flights, etc. We need to have the same approach when it comes to our customers. Do you plan your sales calls to get you to 100% of your number or do you plan your sales calls to get you to something higher?

Travel 192

Travel Call-back Motivation Sales 192