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. And, oh yes, lots of sales.). What do you know about what impacts your best customers and prospects? Dont let your next sales meeting suck!

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Hiring Lead Rank Lead Scoring Leads 265

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Along the way, we talked about sports, our past jobs and life in general.

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Call-back Groups Sports Selling Skills 186

Jeffrey Gitomer

FEBRUARY 18, 2011

Most sales people stop at the end of the selling process. They go through the same old crapola, of prospect , the point, present, close, follow-up! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Dont let your next sales meeting suck!

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Referrals Hiring Social Media Loyalty 206

MTD Sales Training

MAY 17, 2016

This week we have launched our new ISM accredited ‘Professional Selling Skills’ award. This means that you can work through it on your way to the sales meeting, at your desk in the workplace or from the comfort of your own sofa! Happy prospecting! Sean McPheat. Managing Director.

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Gatekeeper Selling Skills Resources Prospecting 120

Jeffrey Gitomer

SEPTEMBER 7, 2011

If you’re in sales for the money, get out now and become a lawyer, or worse, a politician. A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. A big part of selling is expecting a positive outcome. Trying to sell instead of getting people to buy.

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Hiring Training Social Media Follow-up 245

Pipeliner

OCTOBER 25, 2022

Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” Approach to Consultative Selling. He is CSMO at Pipeliner CRM.

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Consultative Selling Selling Skills Video How To 52

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would someone listen to your time-worn sales pitch/tricks without a hint of value coming from you? 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? Great points Jeff!

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Hiring Cold Calling Closing Social Media 194

Jeffrey Gitomer

MARCH 3, 2012

You can even bring a friend, co-worker, or even a prospect and I’ll help you close them. If you want real world sales and you want real world leadership gold, I challenge you, come to my seminar and let me help you get to where you need to be in 2012. Get Sales Blog Updates. Dont let your next sales meeting suck!

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Hiring Social Media Hotels Loyalty 171

Jeffrey Gitomer

MARCH 16, 2011

What about choice of wrong target customers (prospects) who cannot afford; has no need for product/service and also the possibility that he never understood all that was said, besides his inability (powerless) to decide. Dont let your next sales meeting suck! Richard Dixon says: March 17, 2011 at 9:16 am. A good possible eight.

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Hiring Remedy Social Media Loyalty 226

The Sales Hunter

FEBRUARY 8, 2013

All of this makes sense, yet far too many salespeople go into meetings unprepared. Or, they go into a sales meeting thinking they’re prepared, only to realize after they’re through or part way through the meeting how they forgot something.

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ROI Meeting Motivation Sales Meeting 234

Jeffrey Gitomer

APRIL 26, 2011

Been in sales for over 35 years and have heard them all! Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! He makes sales cool again. Dont let your next sales meeting suck! Ron Cameron says: April 28, 2011 at 4:19 pm. Jeffrey Gitomer.

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Hiring Social Media Ideal Customer Profile Hotels 190

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

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Up-Sell Revenue Closing Decision Maker 139

Jeffrey Gitomer

FEBRUARY 14, 2011

Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Dont let your next sales meeting suck! Ash Mashhadi (@inspirationguy) says: February 14, 2011 at 5:27 pm. As usual, you’ve cut straight to the point here, Jeffrey. Hire Jeffrey.

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Hiring Social Media Loyalty Cancellation 155

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills.

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Webinar Metrics Selling Skills Sales Cycle Coaching 98

criteria for success

MARCH 17, 2021

This way, new hires need to indicate a certain level of knowledge before they are able to engage with prospects and clients. By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

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Hiring Training Selling Skills Lead Qualification 97

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. Of course, inside sellers handle all their meetings remotely. Of course, inside sellers handle all their meetings remotely.

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Research Sales Meeting Meeting Journal 40

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills.

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Strategy Consultative Selling Selling Skills Face-to-face 116

Women Sales Pros

OCTOBER 11, 2019

How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? And how many sales managers have watched this same salesperson conduct a sales conversation with a tough prospect in which none of those selling skills showed up?

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Film Selling Skills SalesForce Influencer 86

Women Sales Pros

OCTOBER 26, 2018

You finally land an appointment with that coveted, ideal-fit prospect. ” You meet someone and within seconds, you make a decision about their trustworthiness, status, intelligence and who knows what else. Don’t pay attention to your prospect’s preferred mode of communication. Be intense with a low-key prospect.

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SalesForce Consultative Selling Up-Sell ACT 90

criteria for success

MAY 24, 2022

Having a consistent 30-second commercial allows you to ensure that prospects are hearing the same message, one that is aligned with your company’s ethos. This exercise can be covered in one sales meeting or split into two. Thus, this is an equally powerful sales training idea. Click here to learn how to do so!

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Meeting Training Face-to-face Objections 97

MTD Sales Training

OCTOBER 12, 2015

So, by deciding what attitude you will take on a call or to a sales meeting, you end up determining the outcome, or at least you confirm your control over your response to the outcome. This entails building rapport with your prospect and involving them in making decisions or choosing from a range of options. Happy Selling!

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Negotiation Sales Talent Influencer Positioning 120

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? BANT is a sales qualification framework that was originally developed by IBM. It helps sales teams qualify prospects and determine if they have a high chance of converting.

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Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

The Sales Hunter

MARCH 5, 2012

If you want to know more about how negotiating can kill your profit, check out my book “ High Profit Selling: Win the Sale Without Compromising on Price.” Identify the Most Profitable Prospects — and Turn Them into Customers. Sell More by Talking Less. Kill the Sales Presentation.

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Negotiation Discount Policies Up-Sell 150

Gong.io

JULY 6, 2018

Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Sales Call Tip #2: Structure Your Sales Call.

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Call-back Cold Calling Face-to-face Objections 103

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Actually, no —that’s old-school selling, and it simply doesn’t work anymore. Feature and benefit selling has been around for a really long time. And that’s the last thing any prospect wants to hear.

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Case Study Study Face-to-face Exact 118

Sales Hacker

FEBRUARY 17, 2021

For me, the majority of my first sale roles did indeed involve our CEO in the early stage. As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. Solution review.

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Energy Up-Sell Call-back Case Study 130

Pipeliner

JANUARY 16, 2018

Here’s the issue: Most CEOs and sales managers focus on the wrong end of the problem. If a salesperson is missing quota, the boss tends to focus on coaching and teaching more hard selling skills. Certainly such skills are important. Emotions, rather than effective selling and communication skills, ran the sales meeting.

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Proposal Selling Skills Discount Negotiation 60

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. According to recent research by Allego , 76% of sales leaders say that not being physically present with their team has made it harder to observe and coach.

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Face-to-face Coaching Scale Sales Coaching 96

Gong.io

NOVEMBER 12, 2021

These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). It’s tough. It’s tricky.

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Cold Calling Negotiation Face-to-face Objections 118

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process.

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Meeting Video Face-to-face Sales Qualified Lead 59

SBI

JUNE 3, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Gong.io

SEPTEMBER 26, 2022

What is remote sales? Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Sales reps are more productive.

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Face-to-face Decision Maker Lead Rank Pipeline 108

Vengreso

NOVEMBER 18, 2020

What is Remote Selling? The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office.

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Hiring Face-to-face Lead Rank Lead Scoring 104

The Sales Hunter

SEPTEMBER 23, 2016

This week I was with a client working with their leaders on strategies to increase the level of productivity out of the sales force. The feeling was the sales team wasn’t engaged and committed. The strategy I shared (which I’ve used with numerous other clients) is to have a quick sales meeting at […].

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Motivation Sales Meeting Strategy Meeting 100

Gong.io

AUGUST 22, 2018

To download both sales training materials , click the banner below (they’ll both be sent to your email): Sales Training #2: Cold Calling and Prospecting. Your sales team can be amazing at discovery, presenting, and objection handling. This is why generating pipeline and prospecting is your next sales training priority.

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Training Cold Calling Webinar Metrics Objections 92

Pipeliner

FEBRUARY 8, 2019

CEOs and sales managers have long struggled with ensuring their sales team sells on value, not price. They hold rah-rah sales meetings that tout the benefits of the product and services. They teach negotiation skills, with the goal of salespeople standing firm on the price when meeting with a professional buyer.

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Negotiation Margin Discount Intent 58

SalesLoft

FEBRUARY 5, 2019

Let’s first clear up some myths about the concept of social selling. Myths About Social Selling. They don’t sell for you and never could. The “secret” to improving your prospecting results (i.e. Using social media as an avenue to engage a buyer and get them to agree to a sales meeting is step one.

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Social Selling Social Media Decision Maker Face-to-face 63