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Since the economic downturn, many “so-called” referral experts have emerged. I bristle when I read the inaccurate information and sure-to-fail advice they give sellers about how to ask for referrals. Many tell sales people to wait to ask for a referral until they have closed a sale—or even until they have implemented their solution. This harkens back to old insurance tactics, when an agent would deliver a policy and then ask the client to send a letter to 10 or 20 of his best friends.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Friendly Factor | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 17, 2011 | Leave a Comment. Tweet Share Here’s a 3.5 step plan that will make everyone so friendly, you’ll feel like work is Disney World – OK, Wally World: 1.
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.
Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. (Wiley, 2011). Follwer her on Twitter @marketingprofs. As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly
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.
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Grow Sales Through Brainstorming? by Lori Richardson on February 15, 2011. It may seem simplistic that some of the best ideas to grow revenues are simple. Simple does not mean easy, rather simple means that you don’t need to spend months strategizing when you can do regularly held brainstorming sessions to get your team on track and to keep focus on better ways to grow revenues.
LinkedIn now has a solution for how to get all those business cards into a digital format. As is typical of this social media giant, LinkedIn recently and quietly acquired CardMunch.com without fanfare or even an announcement on their blog to this point. So what did they acquire? Simply put, CardMunch scans a business card, sends it off to be converted into a digital format and then comes back to you with 100% accuracy, placed in your contacts database.
LinkedIn now has a solution for how to get all those business cards into a digital format. As is typical of this social media giant, LinkedIn recently and quietly acquired CardMunch.com without fanfare or even an announcement on their blog to this point. So what did they acquire? Simply put, CardMunch scans a business card, sends it off to be converted into a digital format and then comes back to you with 100% accuracy, placed in your contacts database.
Your mother was right: Writing a thank you note can, indeed, make your sales business. A thank you goes a long way—thanks for a referral, thanks for new business, thanks for the meeting. When clients ask if they should send a note, make a call, or send an email as a thank you for a referral, I answer “yes.” You can never thank someone enough. What letters do you open first, the hand-written note or the gas and electric bill?
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How to Delight | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 21, 2011 | Leave a Comment. Tweet Share When you get a call or an email from someone, what makes you read it? What makes you delete it? Well, whatever you do is probably what your customers are doing.
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.
Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. From initial visions of Rosie the Riveter and the sounds of “You’ve Come a Long Way Baby” (somehow, the fact that you have your own cigarette now, baby, does not seem like a reward—but I am probably dating myself here), I moved on to come up with this list of the top 20 women of all time and their traits that inspire.
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.
WARNING ! Goals May Be Hazardous To Your Success. Are They Sabotaging Your Selling Efforts? Are you still struggling with your goals? Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week? These questions are relentlessly driven into our heads and for good reason.
PowerPoint is the brunt of many a meeting complaint or joke. It has become the easy target to blame the software rather than the presenter. Many a sale has been lost because of a PowerPoint presentation gone awry. You are probably tired of presenting using the same old slides yourself. Microsoft Office Labs (bet you never heard of these guys) has created an enhancement that might just provide the tools to re-energize you and your PowerPoint presentations.
Frequent market ups and downs create a highly volatile stock market. Note to Investors: Make your adjustments sooner, rather than later. One of my colleagues, Nanette Lee Miller (Partner, Assurance Services, Marcum LLP , shared a nugget of wisdom she received from financial advisors in the investment community. It’s a new potential paradigm. There is a lesson here for all of us.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 28, 2011 | 3 Comments. Tweet Share Starbucks doesn’t discount a cup of coffee. Even in this economy. It’s their quality that sells. They have loyal customers: People will leave their cars running in the parking lot, people will park three blocks away and walk to get their cup of coffee.
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.
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.
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. Jim returns this month with another thought provoking article. I am asking you to take another journey of counterfactual reflection. i. Last month we discussed Counterfactual Reflection (CR) as it pertains to marketing automation.
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
Don Fornes , Founder and CEO at Software Advice wrote a post back in October, 2010 on the B2Bsaleslounge blog that asked that question. After asking as many business people as I have could since that time, I have my answer to Don’s question. Because they have no idea who you are! . Your prospects and clients have been using the social web for quite some time.
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.
Why are people writing about “soft selling” and “soft closes?” There’s no such thing. These folks must think that salespeople are pushy, in-your-face, push product, and don’t really care about the customer. Well, some are like that, and those people give sales a bad name. But most of us are better than that. Much better. Good salespeople always have the best interests of their sales prospect in mind.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 18, 2011 | 1 Comment. Tweet Share The question is who values you and your knowledge? The answer is nobody. The question is who values you and your knowledge?
Prospecting via email can be wildly rewarding, or incredibly frustrating. Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Get it wrong and you risk wasting your time, or even worse, irritating potential clients. So what makes the difference? After years of experience, and dozens upon dozens of successes, we’ve found that it’s all in the approach.
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.
Building Belief. This week’s blog is an excerpt from my latest book: Your Sales Management Guru’s Guide to: Leading High Performance Sales Teams. You can purchase the book on Amazon or at [link]. Are your sales inconsistent? Are you losing more opportunities than ever before? Does your sales team seem weak compared to those of your competitors?
Early this morning, LinkedIn sent me a survey asking about my views and experiences with InsideView and PeopleMaps. They happen to be two of my most recommended sales web tools that every sales person should be using. I write about each of them and include both frequently in presentations I make. LinkedIn wanted to know how often I use the tools, but also how it impacted my use of LinkedIn.
As the economy recovers, many organizations are turning their strategic focus from cutting costs towards growing revenue, however, most organizations continue to struggle to hit growth targets. A recent IDC Sales Advisory Practice article indicates that a part of the growth issue is B2B companies' inability to get sales enablement "in gear", costing typical companies upwards of 10% or more of revenue per year.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Are You a Sales “Rock Star?” | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 23, 2011 | 2 Comments. Tweet Share How do you view yourself? Most salespeople would like to think of themselves as a rock star, but don’t display the talent to match their definition.
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.
Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of closing a sale. Here’s a sample of that typical conversation: Salesperson: “We have to cut our price to get the first order. Then, once they see what we can do for them, we will be able to raise our prices.
Vince Lombardi as a Sales Manager. I promised myself I would not do a blog on a Super Bowl theme, I promised. But since I grew up in a small town in western Wisconsin, that actually had a “packing house” or to everyone else a meat plant and lived through the early glory years of the Green Bay Packers and I have actually sat next to Bart Starr on an airplane-OK-I will admit it, I have even worn a cheese head it was tempting.
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