Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Attitude is the energy from which successful people flourish. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). That’s where the hardship starts. What is selling about?

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Jeffrey Gitomer

OCTOBER 28, 2011

Why would I waste that energy on having lunch with co-workers? I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. I had new attitude lessons and new sales ideas, and if you can imagine a daily sales lesson lasting four hours, I was ON FIRE! Share this Post. MARCH 22/23.

Hiring 181

Hiring Social Media Energy Loyalty 181

Score More Sales

JANUARY 31, 2013

Top tips for boosting energy and enthusiasm. Ways to help retain more customers. Ways to relate better to customers and potential customers. How to prospect. Social selling tools to listen to what customers are saying. What is a multi-faceted approach in prospecting and how does it work?

Sales Coaching 169

Sales Coaching Coaching Ideal Customer Profile Energy 169

Zoominfo

APRIL 17, 2019

The sales funnel represents the theoretical customer’s journey to making a purchase. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. Prospects enter the funnel at the top, and exit at the bottom as paying customers.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Leaders keep the focus of the organization on the true objectives and do not allow the energy of the organization to be spent elsewhere. customer service. prospecting. Client List. Testimonials. Mark’s Insights on PRICING.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

Sales and Marketing Management

NOVEMBER 17, 2017

In the sales world, brand alignment requires a smooth, consistent set of interactions among your internal team, as well as between your company and your customers. Everything, from how your customer service reps answer the phone to the clickable content you post on social media, reinforces your brand narrative.

Top of Funnel 185

Top of Funnel Social Media Face-to-face Funnel 185

Jeffrey Gitomer

JANUARY 30, 2013

And when you’re focused on yourself-how you look, what you’re wearing, and what other people think of you-you are diverting your “focus energy” away from your success. Maximize your listening skills, increase your productivity, reduce errors, gain customer loyalty, and most of all help you make more sales.

Hotels 214

Hotels Guidelines Loyalty Energy 214

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Worse, they often present only superficial solutions to deeper problems and divert time and energy away from real solutions. The result is often more pressure, more confusion, and more energy expended in the wrong areas. customer service.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

Sales and Marketing Management

MARCH 8, 2020

The fast-growing digital analytics firm helps companies predict new revenue streams, anticipate product trends and popularity, improve customer retention rates and optimize investment decisions. B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Smooth Sale

JANUARY 21, 2020

Attract the Right Job Or Clientele: You can arouse curiosity in your prospects by asking intriguing questions. My Story: Arouse Curiosity In Your Prospects. Upon listing the potential clients we desire, the first question to answer is, ‘why do I want to do business with this prospective client?’

Prospecting 88

Prospecting Scale Hiring Research 88

Sales and Marketing Management

JUNE 1, 2018

They are more often directly engaging with prospects and growth-opportunity customers. Black, whose best-selling book “No More Cold Calling,” promotes revenue growth through referrals, says you won’t get introduced to prospective customers unless you have a solid business solution and a means to relay that.

Marketing 226

Marketing Telemarketing Education Scale 226

Hubspot Sales

AUGUST 20, 2021

Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey. There’s a way to make your employees’ lives easier and customers happy — all while differentiating yourself from the competition. Customer Service.

Strategy 133

Strategy Remedy Fashion Customer Service 133

Hubspot Sales

MARCH 18, 2019

Before the internet, it was nearly impossible for prospects to get information about a product without the help of a friendly salesperson. But reps didn't hold all the power -- they needed prospects too. With less reach and fewer resources, prospects were uncovered through hard work. Source: HubSpot Research.

Prospecting 106

Prospecting Hubspot CRM Decision Maker 106

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Consider the following question: For new acquisitions, should you invest your time, energy, and resources only for core products and accept rejection as it is? Source: Harvard Business Review. .

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

A Sales Guy

MARCH 20, 2012

We can tell prospects; “Thanks, but no thanks.” We have invested hours of time and energy into it. We’ve made commitments to the prospect. They demoralize customer service. As sales people we don’t have to sell to everyone. ” The best sales people know this. Bad deals suck.

Closing 114

Closing Margin Face-to-face Commission 114

Partners in Excellence

NOVEMBER 14, 2022

We found we could get the order, but delivering it became more challenging–or when customers found we couldn’t deliver, they’d choose to do nothing. Pile on that changes in the global political/economic situation, exacerbating the challenges from before, prices, particularly energy related skyrocketed. They are, also.

Outsourcing Services 147

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 147

Hubspot Sales

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Image source: Expanse Energy Solutions. No previous sales experience may be required, though previous customer service, support, or administrative experience is likely preferred.

Hiring 141

Hiring Salary Commission Sales Operations 141

Zoominfo

FEBRUARY 14, 2018

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. According to Cirrus Insight, the average sales rep spends only two days per week selling and interacting with customers. Continue reading. Continue reading. Hint: It’s science.

B2B 176

B2B Face-to-face Sales Education 176

PandaDoc

MARCH 25, 2025

Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. Build relationships: Be available to your prospect and any decision-makers. Keep engaging the prospect.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Lead Rank 52

Hubspot Sales

APRIL 6, 2023

Social Commerce Will Give Prospects New Shopping Options Take one scroll through Instagram and TikTok and you're guaranteed to come across one item you can buy. Customer service tools: Customer service tools make sure your customers feel like their needs are tended to every step of the purchase process.

Trends 130

Trends B2B B2C Social Media 130

Hubspot Sales

SEPTEMBER 20, 2023

Since you’re taking some work off the team’s plate, they will approach the tasks that need them with more energy and enthusiasm. Fewer Customer Support Issues AI chatbots can answer customer queries allowing your customer to serve themselves. It frees your team to be their best selves for your customers.

Conversion 128

Conversion Hubspot Lead Nurturing Ideal Customer Profile 128

Zoominfo

APRIL 17, 2019

The sales funnel represents the theoretical customer’s journey to making a purchase. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. Prospects enter the funnel at the top, and exit at the bottom as paying customers.

Top of Funnel 130

Top of Funnel Funnel Lead Rank Sales Qualified Lead 130

Hubspot Sales

JULY 15, 2020

Today’s customer expects salespeople, and by extension the brand they do business with, to provide value above and beyond their core product or service. Furthermore, 77 percent of customers reported that they have a more positive view of brands that actively ask for and accept customer feedback.

Pipeline 138

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 138

Hubspot Sales

JULY 26, 2018

Reminder services. Customer service. Prospecting. Outsourcing is a form of business delegation that can save you time, money, and energy better spent on growing your team or business. File management. Transcription. Data entry. Client invoicing. Voicemail checking. Outsourcing Sales and Support. Lead generation.

Outsourcing Services 124

Outsourcing Services Hiring Social Media Travel 124

CloserIQ

APRIL 30, 2019

Marketing and sales teams dedicate a considerable amount of time and energy into developing outreach campaigns. As effective as these campaigns read on paper, the practical breakdown occurs when their targeted prospects attempt to engage. There seems to be a disconnect from the moment a prospect enters their ecosystem.

B2B 101

B2B B2C Buyer Persona Lead Rank 101

Hubspot Sales

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. Have you reached out to more or less prospects compared to last month?

Cold Calling 126

Cold Calling Hiring Face-to-face Call-back 126

Hubspot Sales

SEPTEMBER 25, 2019

Sales associates who have a genuine enthusiasm about the products and services their company provides are able to go the extra mile because they truly understand the value of their company's offering. When you encounter repeat customers, ask them why they love using your company’s offering and what keeps them coming back.

Retail 145

Retail Face-to-face Hiring CRM 145

Zoominfo

JUNE 24, 2018

Use surveys to get honest feedback: Surveys help build trust with clients by demonstrating a company’s active engagement in the satisfaction of their customers. We recommend you follow every customer service interaction with a survey to help identify and fix issues. Yet, personalizing the customer experience can be tricky.

Customer 133

Customer Social Media Discount Knowledge Base 133

Selling Energy

MARCH 30, 2021

As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the project. In some cases, they even try to low-ball us by mentioning bids from lower-cost vendors.

Prospecting 52

Prospecting Face-to-face Vendor Energy 52

Hubspot Sales

NOVEMBER 20, 2023

AI-powered lead scoring systems utilize machine learning algorithms to analyze prospect data and predict their likelihood of converting into paying customers. By harnessing this technology, you can prioritize high-quality leads and focus their energy on those with the highest potential, saving time and resources.

Account 105

Account Lead Rank Lead Scoring Ideal Customer Profile 105

LeadBoxer

AUGUST 15, 2020

With lead capture pages, you can automatically populate your CRM with fresh, highly qualified prospects, letting you spend more time connecting with people and less time combing through lead databases. Source A lead capture page attracts potential customers by offering a free resource, such as a white paper, report, or trial of a product.

Lead Capture 135

Lead Capture Paid Content Lead Rank Lead Scoring 135

Hubspot Sales

OCTOBER 27, 2020

They're not particularly inclined to uncover needs, but if the prospect knows what they want, the shopkeeper can find it for them. These salespeople like to be of service, and helping others is their strong suit. They’re the masters of smooth, soft selling and are not afraid to ask for a prospect's business. Shopkeeper.

Telemarketing 133

Telemarketing Top of Funnel Territories Engineering 133

Sales 2.0

FEBRUARY 1, 2023

Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” So far, a lot of sales tech has focused on early-in-the-funnel activities, on starting conversations with prospects.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Nutshell

DECEMBER 18, 2020

That way they can sell them to prospects with complete confidence. By building up excitement in your reps via inspirational speeches and award presentations, you can boost their energy levels. Marketing, product, customer service, and other departments all need to work together in order for a company to be successful.

How To 118

How To Hiring Education Motivation 118

Hubspot Sales

NOVEMBER 29, 2021

You need to take a thorough, comprehensive look at how you're spending money, how you're producing your product or service, your acquisition and retention strategies, and any other crucial factors that impact your revenue generation or production costs. Find gaps in your sales process where a disproportionate number of prospects fall off.

Margin 119

Margin Chemicals Real Estate Strategy 119

Hubspot Sales

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. To serve your customers without dropping the ball, you need a tool to help you track and manage all of your relationships. What you need is customer relationship management (CRM) software.

Small Business 122

Small Business Small Business Software Software 122

Hubspot Sales

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. But how do you protect those customers from the competitors who are no doubt courting them? The answer: Key account management. Can you "land and expand"?

Hiring 143

Hiring Account Sales Qualified Lead Analytics 143