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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.
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. .
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
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?
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.
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.
'Who needs to change – buyer or seller? Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Have any of you figured out what is going on yet? Is customer loyalty really down? Are sales cycles either nonexistent or getting even longer? Are boardroom presentations being tweaked more than ever to ensure the edge?
'Who needs to change – buyer or seller? Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Have any of you figured out what is going on yet? Is customer loyalty really down? Are sales cycles either nonexistent or getting even longer? Are boardroom presentations being tweaked more than ever to ensure the edge?
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.
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.
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.
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.
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.
'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
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
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.
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.
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.
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.
'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?
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
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
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.
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.
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.
'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!
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.
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.
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.
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.
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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