Jeffrey Gitomer
AUGUST 15, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 10.5 Attitude Buster Remedies. Gitomer | August 15, 2011 | 1 Comment. Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Here is a list of attitude busters, with actions (remedies) you can take to overcome them: 1.
The Pipeline
AUGUST 5, 2011
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No More Cold Calling
AUGUST 4, 2011
Make a direct connection with your referral network. It makes all the difference. When salespeople receive a referral, their close rate exceeds 50 percent (clients tell me typically 70 percent or higher). Leads from other, less-direct sources have a 1 to 3 percent close rate. “Personal” Pushes Sales to Success. The definition of a referral is a personal introduction.
Score More Sales
AUGUST 11, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 10 Sure-Fire Ways to Build Sales for Entrepreneurs. by Lori Richardson on August 11, 2011. Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Others are strategizing on and successfully growing revenues.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Pointclear
AUGUST 8, 2011
Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
AUGUST 23, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. To Become A Master Salesperson, Master NON Selling Skills. Gitomer | August 23, 2011 | 3 Comments. Tweet Share Everyone talks about “how to sell” Not me. I stress “why they buy,” or “how to get people to buy.” It’s a much more powerful success model.
The Pipeline
AUGUST 16, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
AUGUST 11, 2011
Hint: It’s never too soon, it’s always too late. When should I ask for referrals? A common question from salespeople, but more of a concern that reflects the discomfort many of us feel when we ask for referrals. We don’t want to appear pushy, or salesy, or arrogant, so we push asking for referrals further and further out in our sales process. Many think we should wait until we sign a deal, others think when the client implements, and yet others feel they can’t ask until they client sees an ROI o
Score More Sales
AUGUST 24, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Start to Grow Sales – Just Start – See Revenues Climb. by Lori Richardson on August 24, 2011. NY Times Best Selling Author Seth Godin spoke a couple months ago on moving forward and taking action. So many entrepreneurs and small business owners – even salespeople – all do planning, planning, and more planning – then they may or may not finally execute.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Pointclear
AUGUST 1, 2011
Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.
MTD Sales Training
AUGUST 1, 2011
“May I help you Sir?”. “No…I’m just looking…”. “Arrrrrrgh!”. Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others. This one extremely common phrase causes some retail sales people to simply throw up their hands, walk away from the prospect and wait until the customer announces that they are no longer just looking and have decided to buy something.
Jeffrey Gitomer
AUGUST 31, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. “What Should I Say When The Customer Calls And He’s Mad As Hell?” Gitomer | August 31, 2011 | 4 Comments. Tweet Share Anything except, “I’m sorry!” You can say, “I apologize,” but that’s not what the customer is looking for.
The Pipeline
AUGUST 12, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
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Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
No More Cold Calling
AUGUST 18, 2011
Social media provides terrific research, but it doesn’t warm your calls. Cold is still cold. More and more, sales professionals use social media as an indispensable sales and prospecting tool. It provides valuable insight into prospects and decision makers. The social media impact prompts some sales pros to wonder if cold calling is dead, and whether it’s being replaced by so-called “smart” calling.
Score More Sales
AUGUST 31, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. How Many Salespeople Can Fit in San Francisco? by Peter on August 31, 2011. Score More Sales is at Dreamforce in San Francisco today and tomorrow learning about ways that Salesforce – the industry leader in Cloud based computing – is helping small business and non-profits.
Pointclear
AUGUST 22, 2011
Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August. For many, the planning for 2012 starts next month, right after Labor Day.
Increase Sales
AUGUST 26, 2011
Steve Jobs’ resignation seems to generating a lot of scarcity thinking instead of abundance mentality. People seem to be either wringing their hands in angst or looking for that next deep black hole for Apple. I have read a plethora of stories and many of them looked to the scarcity of him leaving the office. Unfortunately, very few looked to the abundance of the future.
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Jeffrey Gitomer
AUGUST 24, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not “What’s your brand?” It’s “Where’s your brand?” Gitomer | August 24, 2011 | 2 Comments. Tweet Share Everyone has heard the word “branding,” but no one really understands what it means in terms of its everyday power — not even the people who write books on it.
The Pipeline
AUGUST 22, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
No More Cold Calling
AUGUST 25, 2011
When customers are ready to talk to you. Selling is tough. We receive a referral introduction, respond to a request from our website, meet a sales prospect at a trade show, or answer a phone call from an interested and qualified prospect. We qualify, ensure our solution is a match, perhaps conduct a demo, get the right people involved, and then they go dark.
Score More Sales
AUGUST 5, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Social Selling and Brand Building Dogs and Winners From a Cross-Country Drive. by Lori Richardson on August 5, 2011. How could selling, customer service, cold calling, brand-building, and sales strategies have anything to do with our recent drive across the U.S.?
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Pointclear
AUGUST 29, 2011
Jim Dickie is the Managing Partner with CSO Insights ; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. CSO Insights recently completed our 7 th annual Lead Management Optimization study , gathering data on over 65 metrics from over 600 companies.
Increase Sales
AUGUST 9, 2011
An old proverb goes: Fools rush in where Angels fear to tread. With only 2% of all sales being closed or earned during that first meeting, have you ever consider you may be a fool rushing in, tripping over yourself just to increase sales? In LinkedIn, Michael Pedone asked this question from his blog: What is the objective of a first time sales call?
Jeffrey Gitomer
AUGUST 10, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 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. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, “Sounds great.
The Pipeline
AUGUST 8, 2011
Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Anthony Cole Training
AUGUST 17, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
MTD Sales Training
AUGUST 26, 2011
If you have missed Parts I and II of this series, it is a good idea to check them out now—it’s good stuff! Continuing though, when calling that company when you have no name and the gatekeeper (GK) refuses to give you a name or connect you without one. Here are a few ways to handle the situation. Two Important Points. First, keep in mind these two critical points: The average sales person is usually trying to accomplish too many sales goals during one contact.
Pointclear
AUGUST 15, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.
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