Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her.

Networking 325

Networking Hiring Trade Show Social Media 325

Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? These kids are the can''t miss prospects. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. Do you need to transform your sales force? What''s that?

Sales Talent 267

Sales Talent Hiring Sports Tools 267

The Sales Hunter

SEPTEMBER 24, 2015

You can’t make a sale until you make contact with a customer. Sales is a contact sport. With that being the case, why is it so many salespeople want to fight the premise that sales is a contact sport and leave all of their selling completely to something […]. That’s a fact, no way around it.

Sports 100

Sports Sales Customer Selling Skills 100

The Pipeline

JANUARY 6, 2014

This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill. We’ve all seen it or lived through it, the end of quarter (or other sales period) deal coral and round up time.

Top of Funnel 276

Top of Funnel Pipeline Sports Funnel 276

The Pipeline

MAY 15, 2014

To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core. Let’s explain what I mean by binary.

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

The Pipeline

SEPTEMBER 18, 2013

Most would agree that sales is not strictly a numbers game, but as with other issues such as closed ended questions , the pendulum at times seems to swing too far in one direction. I bring this up because of reaction to my piece the past Monday on how to deal with prospects who are reluctant to commit.

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail.

Sports 194

Sports Analysis Outbound Examples 194

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." I''ve written about Sales Methodology before.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

MTD Sales Training

FEBRUARY 1, 2012

You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. Part of the Sales Interaction. Instead of: Sales Person.

Sports 283

Sports Up-Sell Positioning Follow-up 283

The Sales Hunter

APRIL 23, 2019

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. You see, sales was not my first or second choice. Sales is what I fell into.

Sports 269

Sports Advertising Advertising Sales 269

Anthony Cole Training

SEPTEMBER 24, 2014

I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. Thus my attempt to find another way to explain concepts of sales management: COOKING! Thus my attempt to find another way to explain concepts of sales management: COOKING!

Sales Management 197

Sales Management Sports Motivation Coaching 197

The Pipeline

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends. But as is the case when we evolve, one can emerge with a third, better alternative.

Discount 361

Discount Quota Sports Objections 361

The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. Or when you have a prospect on the phone, and you say “I was hoping to set a time…” Hoping?

Objections 291

Objections Sports Up-Sell Buyer 291

Understanding the Sales Force

JULY 27, 2022

When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. To further complicate things, in some companies and industries, Sales Managers function as salespeople and Sales VPs function as Sales Managers. You also know there are luxury cars, mid-range cars and economy cars.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

MTD Sales Training

FEBRUARY 5, 2018

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Obviously, it’s very little. Happy selling!

Prospecting 154

Prospecting Face-to-face Sports Relationals 154

Pointclear

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate.

B2B 247

B2B Sales Qualified Lead Marketing Lead Rank 247

The Pipeline

AUGUST 21, 2013

I hope we can all agree that in sales, manager are better leading from the front than behind the desk. The major cause continues to be that managers come from the ranks of the best sales people on the team. In essence these reps are good leaders precisely because they are great sales people. What’s in Your Pipeline?

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. Here’s where the sales dialer comes in. Streamlined Prospecting.

Closing 264

Closing Call-back How To Outbound 264

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

The Sales Heretic

AUGUST 22, 2012

We headed out to the nearest sporting goods store. My buddy, Shaari, was staying with me for a couple of weeks in between overseas assignments. (He He teaches English in various countries around the world.) His next job is in Afghanistan, so he needed a heavy winter coat. When we arrived, we found a few lightweight jackets, [.].

Sports 256

Sports Retail Prospecting Customer 256

No More Cold Calling

AUGUST 17, 2017

Fifty-nine percent is certainly a lot, but what about the other 41 percent your account based sales team wants to reach? We all have best ways to learn—including your buyers and your account based sales reps. The Question Account Based Sales Leaders Must Ask. Ask your account based sales reps how they prefer to learn.

Account 291

Account Video Cold Calling Webinar Metrics 291

Sales and Marketing Management

SEPTEMBER 15, 2019

Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. Fortunately, he did well enough to get offered the job he wanted. Planning Versus Strategy.

Sports 184

Sports Call-back Pivotal Intent 184

The Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. Now, go back and look at your list of customers and prospects again. If you’re serious about relationships and their value in sales and business, repeat this exercise with everyone that you work with in your company.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Sales and Marketing Management

JUNE 3, 2019

Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Membrain

NOVEMBER 7, 2021

I grew up playing sports. But no matter how much I’ve encouraged the idea, my daughters have never wanted to play sports. Then out of the blue, my oldest told me she wanted to play a sport in high school. I played softball and volleyball, and I loved being part of a team.

Sports 132

Sports Prospecting Sales 132

No More Cold Calling

MARCH 18, 2014

Eye contact can make or break your sales effectiveness. Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner. Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner. You only need 20 seconds. Look at Me or Lose Out.

Customer 244

Customer Journal Sports Cold Calling 244

No More Cold Calling

MAY 19, 2015

Your birthday, favorite sports team, or hometown could help you seal the deal. I’ve often called these types of connections “ affinity networks ”—meaning our natural, cultural, geographic, or special-interest connections that can lead to new and increased sales. Personal connections couldn’t be more important in sales.

Social Media 120

Social Media Prospecting Sports SAP 120

Zoominfo

DECEMBER 10, 2020

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.

Energy 246

Energy Channels Motivation Face-to-face 246

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

Sales Process 194

Sales Process Decision Maker Sports Construction 194

Understanding the Sales Force

SEPTEMBER 23, 2014

Understanding the Sales Force by Dave Kurlan. I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Not a day goes by when we aren''t talking with someone about their sales cycle and how long it has become. In selling, there are even more options for shortening the sales cycle.

Sales Cycle 209

Sales Cycle Proposal Decision Maker Sports 209

The Pipeline

MAY 8, 2013

One questionable piece of advice sellers are given is not to take “things personally” While I understand the sentiment behind it, encouraging sellers to not go down a dark hole, there is something wrong with telling professional sales people, in fact professionals of any type, not to take it personally. Tibor Shanto.

Top of Funnel 276

Top of Funnel Sports Funnel Buyer 276

The Pipeline

JUNE 25, 2015

How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? But I see sales people do this very thing on a regular basis, but instead of a five dollar bet, what is on the line is their income. Yet one of the hardest things is to get sales to practice and prepare.

Prospecting 120

Prospecting Call-back Sports Proposal 120

Hubspot Sales

JANUARY 16, 2020

Introducing specific people with different skills and expertise from your company into your sales cycle might be the solution for maintaining momentum in the ever growing complexity in today’s sales cycles. In 2020, there are a number of big factors at play for sales reps that make team selling more attractive than ever before.

Sports 105

Sports Scale Up-Sell Follow-up 105

The Sales Hunter

SEPTEMBER 20, 2019

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Score More Sales

JUNE 9, 2014

If you are in sales, you need a strong, solid foundation to flourish. Have you ever been to a sports event where the hometown fans “boo” one of its own players? Years later, he is now in a sales career – having learned how to ignore the “boo’s” and he has built a support system around him.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204