Jeffrey Gitomer

JANUARY 10, 2012

Why did the last five prospects say no? Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth. Customer Loyalty. Generating Referrals. Online Training. See Jeffrey Live!

Hiring 219

Hiring Prospecting Social Media Loyalty 219

Jeffrey Gitomer

AUGUST 10, 2011

The prospect seemed to be in agreement, even excited at times. Customer Loyalty. Generating Referrals. 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. ” RATS! Share this Post.

Hiring 297

Hiring Training Social Media Loyalty 297

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Existing customer who you are building a relationship with and/or who is ready to buy. Get your customer to bring a referral for you, and you bring a referral for your customer. Customer Loyalty.

Hiring 260

Hiring Social Media Referrals Loyalty 260

No More Cold Calling

AUGUST 25, 2015

“Turn 70 percent of your prospects into customers.” Sure, referral leads are top-notch, but they don’t just appear. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads. Because we are not top of mind for our customers.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Customer Loyalty. Generating Referrals.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

APRIL 16, 2013

Build relationships and earn referrals. Visit existing customers. Use the “keyword” search feature to uncover prospects you never knew existed. Ask your informal network of connections to recommend customers. Give referrals. Yes, GIVE referrals. Offer ideas and help. Use LinkedIn to make new connections.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

No More Cold Calling

JULY 30, 2015

But great customer service doesn’t have to come at the expense of employee well-being or innovative thought. Too Busy to Get Referrals? If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to keep hot new leads coming in. Are Referral Leads Waiting in Your Inbox?

Referrals 120

Referrals Hiring Cold Calling Call-back 120

Sales and Marketing Management

APRIL 26, 2019

Instead, we need to build specialist functions and individual capabilities that will allow us to effectively and efficiently engage with the customer at each stage of the customer-driven sales model. Customer experience, renewal and referrals are critical to ongoing success. The days of the sales generalist are over.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. prospecting.

Motivation 200

Motivation Marketing Qualified Lead Leads Ideal Customer Profile 200

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. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel. Client List. Testimonials.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. find a new audience for your product or service. think of stories that you can use to better connect with prospects. analyze what past customers or clients have bought from you. ask for referrals.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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.” And eventually stop prospecting, or do a token amount. ” Or at least his definition of an A Player.

Hiring 198

Hiring Referrals Territories Prospecting 198

The Sales Hunter

MARCH 25, 2012

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. Give Salespeople the Tools to Generate Referrals. Discover how to turn prospects into clients more than 50 percent of the time.

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Marketing Qualified Lead 203

Sales Training Advice

AUGUST 30, 2013

It is the foundation but you have to ASK for referrals in order to consistently GET referrals. Every sales professional should excel at asking for and getting referrals but this is rarely the case. Often people tend to avoid asking for referrals altogether because it feels awkward or they don’t know who to ask. -

Referrals 102

Referrals Guarantee Customer Decision Maker 102

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Jeffrey Gitomer

MAY 9, 2011

When you have the pressure to sell, the prospect senses it, and backs off. Customer Loyalty. Generating Referrals. When you’re in a slump, you begin to press for orders instead of working on your best gameplan (which is: “sell to help the other person,” and let your sincerity of purpose shine through).

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Sales Hacker

NOVEMBER 9, 2017

They do their own research via Google, blog posts, and customer reviews. By the time a prospect today talks to a sales rep they are already more than halfway done with the buyer journey. The new breed of salesperson will think like a rep, act like a marketer, and react like customer service. React Like Customer Service.

Customer Service 94

Customer Service ACT Hiring Customer 94

Jeffrey Gitomer

JUNE 14, 2011

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. This is the best place to learn about your product, your competition AND your customers at the same time. Your best customer(s) trade or professional association.

Networking 325

Networking Hiring Trade Show Social Media 325

No More Cold Calling

NOVEMBER 14, 2019

I was trying to contact a prospect and couldn’t find the company phone number on their website. I wasn’t cold calling , I was calling a referral—who, by the way, had no contact information on his email signature. That’s just plain rude, and it’s certainly not how to build customer loyalty. Stop confusing your buyers.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

Nutshell

JULY 5, 2019

Referral marketing is the unicorn of B2B marketing. In simple terms, referral marketing is when you get your customers to tell their friends about you. But referral marketing isn’t just for brick-and-mortar businesses. In the B2B space, 84% of decision-makers start their buying process with a referral.

Referrals 85

Referrals B2B Top of Funnel How To 85

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Conduct a referral blitz. Take the time to contact each one of your existing customers with one objective — get referrals. customer service. prospecting. Client List. Testimonials. FREE Resources. Sales Articles.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

Vengreso

JULY 5, 2023

As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. This shift from traditional methods towards more modern approaches has revolutionized how we engage with potential customers and generate leads. Enter digital referrals.

Referrals 84

Referrals Maximizer Ideal Customer Profile Social Media 84

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Customer satisfaction is what our customer’s choose to believe — it’s not what we expect. Our customers determine your level of success. customer service. prospecting. Client List. Testimonials.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

Hubspot Sales

MARCH 13, 2018

Create a Website for Referrals. Attend Your Customers' Events. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. Create a website for referrals.

Outsourcing Services 110

Outsourcing Services Prospecting Ideal Customer Profile Sales Qualified Lead 110

The Sales Hunter

MAY 24, 2019

It can be a big issue when a salesperson allows their assumptions to drive the customer’s expectations. Ask any customer service department what their biggest struggle is and this is what they will tell you. This happens when the customer’s expectations do not line up with what is actually being delivered.

Sales Process 167

Sales Process Intent Referrals Customer Service 167

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Learn how the customer expects to finish the year and what they expect next year to be like. Ask for referrals. Remember, if you want people to give you referrals, you need to be even more active in giving others referrals.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Heretic

APRIL 3, 2019

Are you using a leads group as one of your prospecting strategies? After all, if you’re prospecting for new sales leads, referrals are the best kind. And a leads group can be a very powerful way of generating referrals. Like any other prospecting tool, however, your results depend on [.].

Groups 140

Groups Lead Rank Lead Scoring Marketing Qualified Lead 140

No More Cold Calling

JANUARY 3, 2019

Top salespeople ask prospective clients lots of questions to get to the real problem. They work collaboratively with their sales team, customer service team, product team, marketing team—you name it. These top reps aren’t lone rangers.

Google 299

Google Face-to-face Cold Calling Survey 299

Jeffrey Gitomer

MARCH 30, 2011

When you create a connection, it’s an indicator that that prospect, or that customer, or that person wants to continue the online relationship, which may lead to real business. Customer Loyalty. Generating Referrals. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Speak Your Mind Cancel reply. Categories.

Social Media 158

Social Media Hiring Loyalty Media 158

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. What is the system you have for when new contact information comes to you?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Jeffrey Gitomer

OCTOBER 28, 2011

I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Customer Loyalty. Generating Referrals. 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! Why would I waste that energy on having lunch with co-workers?

Hiring 181

Hiring Social Media Energy Loyalty 181

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Routinely ask for referrals. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

Ideal Customer Profile 108

Ideal Customer Profile B2B Prospecting Gatekeeper 108

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Why on earth would you try to sell your prospect, when all they want to do is buy? Customer Loyalty. Generating Referrals. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Thanks for sharing, AJ. Categories.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Hubspot Sales

APRIL 4, 2019

For example, “ We’d like to use SWOT to learn how best to conduct outreach to prospective buyers. ”. Once you’ve identified what you’re working toward, conduct market research by talking with your staff, business partners, and customers. Or will you wait until a customer has been using your solution for a few months?

Referrals 142

Referrals Sales Cycle How To Conference 142

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. With stakes that high, it is perhaps ironic that the early steps of building customer loyalty start with the figurative eyes and ears of a company. Build Loyalty. Company Transformation.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal. But, modern sellers beware!

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78