Jeffrey Gitomer

AUGUST 10, 2011

The prospect seemed to be in agreement, even excited at times. 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. definitive answers to this age-old sales barrier: Still have questions for me? You nailed it.

Hiring 297

Hiring Training Social Media Loyalty 297

Zoominfo

SEPTEMBER 5, 2018

Marketers can analyze these reports to glean valuable insights about their particular industry, competitors, and customer base. Social listening: Monitor online conversations between customers and prospects to uncover important information related to your brand and industry. 25% of the average B2B database is inaccurate.

Marketing 140

Marketing Scale Analysis Face-to-face 140

The Sales Hunter

JULY 12, 2013

Send a follow-up note to the customer and copy the salesperson. It doesn’t have to be a lengthy note, but definitely something that demonstrates that you valued the experience. Also, if there were any items that you told the customer you would follow-up on, then definitely mention these as well.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Zoominfo

JANUARY 19, 2020

Bookmark popular review websites: Establish a workflow that provides easy access to sites customers most commonly use to post reviews. Track branded keywords on Twitter: Social media has changed the definition of a customer review, as a simple tweet can serve as a negative review of your business. Post a public response.

Social Media 130

Social Media Google Scale B2B 130

SBI Growth

DECEMBER 5, 2013

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment. All your data is rolled-up to a common definition of the customer.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

No More Cold Calling

DECEMBER 20, 2018

Impeccable customer service and caring are just part of their culture. There are many definitions of culture , but the one I’ve adopted is: “Culture is what people do when no one’s looking.” As we enter 2019, go above and beyond for your prospects and clients. They’ve even offered to walk me down the stairs.

Hotels 282

Hotels Licensing Cold Calling Social Media 282

Zoominfo

OCTOBER 5, 2021

Market Analyst Reports: Glean insights about your industry, competitors, and customer base from reports compiled by market analysts. Social Listening: Monitor online conversations between customers and prospects to uncover important information related to your brand and industry.

Data 130

Data Marketing Scale Analysis 130

No More Cold Calling

APRIL 29, 2019

Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. If we’re a prospect, we go dark. Do your clients want more from you?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

The Pipeline

JUNE 20, 2016

One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. Before I could jump in, the other VP asked “what do you mean, prospecting is a key skill for A players.” ” Or at least his definition of an A Player. And eventually stop prospecting, or do a token amount.

Hiring 198

Hiring Referrals Territories Prospecting 198

Zoominfo

OCTOBER 27, 2020

Personalization allows you to make stronger bonds with customers, create more targeted and useful content, and ultimately boost sales. When you address a customer by their name, you make them feel good, and thus more likely to buy your product or service. Adopt a Single Customer View (SCV). Allow For Self-Personalization.

B2B 246

B2B Marketing Segment Scale 246

Jeffrey Gitomer

OCTOBER 14, 2011

Like all states of mind, persistence is based upon definite causes, among them these: . Definiteness of purpose. Definiteness of plans. The habit of concentrating one’s thoughts upon the building of plans for the attainment of a definiteness of purpose leads to persistence. . Get your prospect a sales lead.

Hiring 164

Hiring Follow-up Social Media Loyalty 164

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. This definitely is not the best use of your time, no matter how you try to argue it is. Spend all day figuring out who you should prospect. When you don’t, there is damage you may not immediately see, but it will definitely be felt.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Hubspot Sales

JUNE 6, 2022

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. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 128

Research Prospecting Face-to-face Twitter 128

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? 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.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. We each must arrive at a definition ourselves and then walk in that definition. More often than not, they succeed financially, but more importantly, they also garner the respect of their customers, colleagues, bosses, family members and friends.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

Score More Sales

JULY 12, 2012

First of all we agree that with a flatter economy, we need to work to grow revenues from existing and past customers – those who know us already and who could do more business with us. When it comes to sales leaders, marketers, and customer service leaders, the info metrics shared say: 81% plan to increase their use of CRM.

CRM 196

CRM Social Media Segment Engineering 196

Zoominfo

SEPTEMBER 4, 2019

The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace. Let’s get into our top five strategies to build customer loyalty! Invest in multi-channel customer service. They visit your website, where they find a customer support email address.

Loyalty 206

Loyalty Customer Incentive Incentives 206

Janek Performance Group

JANUARY 10, 2025

Indeed, as Marketing Metrics notes, existing customers are 60-70% likely to purchase, compared to just 5-20% for new prospects. Cross-selling Definition : Offering products outside the original purchase that fulfill and solve additional needs and problems that the original product doesnt.

Insurance 62

Insurance Insurance Banking Up-Sell 62

Nutshell

DECEMBER 2, 2020

The important thing to note is that customer experience is the impression your customers have of your brand through all aspects of the buyer’s journey. That means it is a continual process that can be improved in any channel where you interact with prospects and buyers. Service is important—but it’s only only piece.

Customer 83

Customer Social Media Customer Service Insurance 83

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Training Tip #397: The Definition of Value? Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. prospecting. customer service. prospecting. Client List. Testimonials.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Deal Closing.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. And definitely forward this post to your sales peers and colleagues so they can take the survey as well. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources. leadership.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. My definition of B2P is “business to politics.” These people definitely exist in B2B sales. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. One definition of insanity is continuing to do the same thing while expecting different results. Stop spending on time on people who you think are prospects but are nothing more than suspects. customer service. prospecting.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. If the answers at which you arrive show that you need to be more ethical in your selling tactics, then definitely right the ship on that. customer service. prospecting. Client List. Testimonials. Mark’s Insights on PRICING.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Facebook Hiring 190

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. You DO pour healthy effort into prospecting.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

MARCH 11, 2013

The definition I want to put on it is that it is something that provides me with an opportunity to learn and advance. The prospect who rejects you and even goes out of their way to refer to you and your company in a negative manner might be considered a failure. Go right back out and prospect again.

Motivation 174

Motivation Positioning Prospecting Sales 174

Zoominfo

MARCH 4, 2018

List segmentation is exactly what it sounds like – the process of breaking up a marketing list into several smaller, more targeted lists, utilizing key customer data points. Through list segmentation, marketers are able to deliver the most relevant content to prospects and customers. Do you have a single customer view (SCV)?

Marketing 194

Marketing Scale Segment Channels 194

No More Cold Calling

OCTOBER 17, 2012

But first: The definition of a referral: re·fer·ral [ri- fur - uh l]. Who does the CEO know, the mail clerk, the customer service representative? Who are the people on your sales, implementation, and customer service teams who touch your clients? It surfaces quite frequently in online forums. Unqualified?

Scale 174

Scale Referrals Decision Maker InsideView 174

Sales Gravy

DECEMBER 18, 2020

This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. Brian: If You Try, You Can't Fail It's gone really well this year, but I definitely have those same concerns. Our training was basically watching a guy do it for two days.

Prospecting 98

Prospecting Cold Calling Pivotal Incentive 98

The Sales Hunter

JANUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. ” Yes, people say what I do is motivate salespeople, and I suppose if you interpret the definition loosely, then you could say that’s what I do. customer service. prospecting. Client List. Testimonials. FREE Resources.

Motivation 172

Motivation Hiring Ideal Customer Profile Negotiation 172

Apptivo

APRIL 19, 2022

Happy and delighted customers pave the way for the growth of the business. All About Customer Service. Definition. Qualities of a customer service professional. Terms often used interchangeably with customer service. Types of customer service. Top benefits of customer service.

Customer Service 52

Customer Service Customer Social Media Lead Rank 52

The Sales Hunter

MAY 15, 2012

As a businessperson, you definitely can fill out your complete profile on Linkedin. My other recommendation about Linkedin is that you follow some of the key groups that would be of interest to the bulk of your buyers or prospects. The reality is, though, that many potential buyers will use the internet to do research.

Ideal Customer Profile 177

Ideal Customer Profile LinkedIn Google eBook 177

Pipeliner

DECEMBER 14, 2024

Focusing on customer service but ignoring customer care is a routine error in business that can badly affect future growth. A recent experience clearly defines each term and magnifies the vital nature of customer care. The customer service was excellent. Dont give up find a better way! Celebrate Success!

Customer Service 52

Customer Service Customer Remedy Lead Rank 52

Zoominfo

MARCH 3, 2019

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. Although we’ve primarily seen Sprout Social used for marketing and customer service purposes, the platform has a host of features that can help the average B2B sales rep learn more about the companies they’re trying to sell to.

Research 233

Research B2B Tools Company 233

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Whenever one of your customers buys from you, whether that customer is a company or an individual, they are “investing” in what your product or service offers. Definitely snag the book. customer service.

Ideal Customer Profile 158

Ideal Customer Profile Hiring Negotiation Discount 158

Score More Sales

DECEMBER 16, 2011

Let’s look at an old definition, the challenges with CRM, and some predictions for 2012. Definition: “True CRM (customer relationship management) brings together information from all data sources within an organization (and where appropriate, from outside the organization) to give one, holistic view of each customer in real time.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172