Jeffrey Gitomer

NOVEMBER 15, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 20.5 Attitude Gems For You To Read And Study. Gitomer | November 15, 2011 | Leave a Comment. Tweet Share Here are 20.5 attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process: 1.

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Study Hiring Social Media Loyalty 332

MTD Sales Training

NOVEMBER 4, 2011

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. .

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Closing Discount Referrals Margin 303

No More Cold Calling

NOVEMBER 22, 2011

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. The sales prospect: • Thanks you for the insights you provided • Agrees that your solution meets their needs • Engages in a preliminary discussion and understanding about pricing • Asks you to prepare a p

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Closing Prospecting Proposal Referrals 285

Sales and Marketing Management

NOVEMBER 17, 2011

By MICHAEL LEIMBACH. A recent conversation with a VP of sales highlighted the frustrations of many sales professionals in this weak economy. “How do we gain the attention of customers when they are being flooded with calls from so many sales reps?” he asked. “How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?

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Conversion Company Customer Sales 273

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Trends

The Pipeline

NOVEMBER 11, 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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Pipeline Cold Calling Top of Funnel Compensation 258

Jeffrey Gitomer

NOVEMBER 17, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 23.5 Characteristics of Trusted and Trustworthy People. Gitomer | November 17, 2011 | Leave a Comment. Tweet Share From my personal life experiences, here are 23.5 characteristics that I have discovered in other people that have led me to trust them: 1. To get trust, first give trust. 2.

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Hiring Social Media Loyalty Cancellation 295

MTD Sales Training

NOVEMBER 24, 2011

With the advent of the Internet and numerous sites like CareerBuilder and LinkedIn , job searching has become largely electronic. Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well.

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Hiring Incentive Incentives Advertising 293

No More Cold Calling

NOVEMBER 3, 2011

Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. You don’t have time to wait until marketing creates case studies. And, for the most part, you don’t need them. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation.

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Case Study Collateral How To Face-to-face 240

The Sales Hunter

NOVEMBER 22, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Motivation Ideal Customer Profile Hiring Negotiation 222

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Sales Management

The Pipeline

NOVEMBER 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.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

Bernadette McClelland

NOVEMBER 27, 2011

'What Prevents a Salesperson from Going the Distance? In discussing different aspects of a salespeople’s growth last week, the sales director and I debated the fundamental gaps that continue to emerge. We agreed those gaps included instances where the ability to speak with senior contacts was lacking, how addressing groups in a corporate presentation lacked compelling involvement, vital information was being left on the table because salespeople weren’t able to articulate questions w

Banking 225

Banking Campaigns Follow-up Groups 225

Jeffrey Gitomer

NOVEMBER 22, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Team or Family? Gitomer | November 22, 2011 | Leave a Comment. Tweet Share Whenever I ask a leader how many people are in their group, they will respond with a number and the word team. “I have 17 people on my team.” Sometimes they will say, “I am responsible for a team of 21.” I always like when a leader includes the word responsible in any statement because it indicates their thinking

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Hiring Social Media Loyalty Insurance 279

MTD Sales Training

NOVEMBER 1, 2011

I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events. Peter Bowen is an industry expert and panel member at the Event Supplier and Service Association.

ROI 290

ROI Maximizer How To Face-to-face 290

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SalesForce

No More Cold Calling

NOVEMBER 10, 2011

Don’t believe everything they say, believe what they do. And do right by your business—you’ll be glad you did. I recently delivered a keynote address on referral sales at a company sales meeting, and I met several interesting and important (in the company) people. I typically offer to autograph my book, and I give it to the participant with my compliments.

InsideView 238

InsideView Vendor Referrals Follow-up 238

The Sales Hunter

NOVEMBER 29, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Pipeline

NOVEMBER 28, 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.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Bernadette McClelland

NOVEMBER 7, 2011

'There are sales people who lead and those who follow – which are you? Your thought leadership point of view should differentiate you from your competitors, establish you as the ‘go to’ expert in that field and position you as a trusted advisor … ” Craig Badings, author of “Brand Stand: Seven Steps to Thought Leadership”, Sounds pretty snazzy, doesn’t it?

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 225

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Jeffrey Gitomer

NOVEMBER 1, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What are you learning? How are you learning? Gitomer | November 1, 2011 | Leave a Comment. Tweet Share How are you taking advantage of your knowledge? I have been a student of sales since November 11, 1971. I was listening (via the brand new voice technology called the “cassette tape”) to a guy named Jay Douglas Edwards, who uttered the sales tip, “If the customer says, ‘Do these come in gree

Hiring 221

Hiring Social Media Loyalty Referrals 221

MTD Sales Training

NOVEMBER 18, 2011

Just how much of selling success is luck? Some will say that selling has absolutely nothing to do with luck; instead it is all a matter of skill. Others however, will maintain that, of course there is some element of luck involved in selling. While still some sales professionals (as I have noted on this site ) define luck as L abour U nder C orrect K nowledge.

How To 281

How To Exact Objections Benefit 281

Sales and Marketing Management

NOVEMBER 30, 2011

By LEE B. SALZ. When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these salesperson onboarding mistakes.

Leads 202

Leads Marketing Qualified Lead Sales 202

The Sales Hunter

NOVEMBER 26, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Motivation 217

Motivation Prospecting Hiring Ideal Customer Profile 217

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

The Pipeline

NOVEMBER 25, 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.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Bernadette McClelland

NOVEMBER 13, 2011

'Ode to The Salespeople Customers Can’t Wait To Meet… Salespeople – Help me think differently, help me be better at what I do. Do that and you will be ad ding value to my role – anything else and you are like everyone else. Salespeople - Be generous! Go where your competition fear to tread and give me the extras. The extras, the overs, the information, the ideas, the shortcuts, help me help my clients, because it won’t be long and your competition will be!

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Meeting Remedy Customer Competition 218

No More Cold Calling

NOVEMBER 17, 2011

Employ a referral-sales strategy and you’ll close business on more than 50 percent of your sales meetings. Really. The secret to building a solid sales business? Five lunches and four breakfasts each week. That’s nine meetings a week. It could be 10, but who wants to meet for breakfast on Monday morning? The Magic Meeting Number. Nine meetings a week equals 36 meetings a month, equals 396 meetings a year.

Referrals 195

Referrals Decision Maker Networking Conference 195

MTD Sales Training

NOVEMBER 14, 2011

Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer , those challenges have multiplied. Along with those obstacles, the amount of cold calling advice that floods the industry has grown has well. In the recent post, “The 3 Worst Cold Calling Tips Ever,” I highlighted the three worst cold calling tips out there.

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Cold Calling Telemarketing Exact Prospecting 267

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Sales and Marketing Management

NOVEMBER 28, 2011

By SCOTT RICHARDSON. It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise ERP (Enterprise Resource Planning) and CRM (Customer Relationship Management) applications.

Marketing 189

Marketing Enterprise Enterprise CRM 189

The Sales Hunter

NOVEMBER 19, 2011

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

NOVEMBER 10, 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.

Webinar Metrics 193

Webinar Metrics Pipeline Prospecting Strategy 193