Jeffrey Gitomer

FEBRUARY 18, 2011

Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Most sales people stop at the end of the selling process. That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Get Sales Blog Updates.

Referrals 206

Referrals Hiring Social Media Loyalty 206

No More Cold Calling

AUGUST 16, 2012

Relationships power referrals. Referrals rock sales—rock yours. I received four referral introductions last week. In all cases, people offered referrals before I asked. Referral #1: The Banker. Referrals #2 and #3: The Software Reseller. Ken and I spoke to debrief his company’s referral program.

Referrals 207

Referrals Banking Software Software 207

No More Cold Calling

MAY 14, 2020

I was struggling with a new way to position referral selling during a recession. You must ask them for referrals. You definitely need to ask for referrals to receive them at scale. I knew I needed to reposition why referrals work and why they’re not discretionary now. It’s not always about revenue growth. Was I wrong?

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

No More Cold Calling

OCTOBER 1, 2019

Q4 has now begun, which means it’s time to build your sales pipeline for Q1. Every sales meeting is about closing deals—who are the influencers, who knows whom, what have we missed, what do we need to do to get this deal done? Once they learn how, they vow to adopt a referral approach for 2020. I’d had it.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Referrals help you ace Part One and set you up for success in Part Two. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 22, 2020

In sales, asking for help used to mean you were a wuss. Then find out why it’s so uncomfortable to ask for referrals, and how to get over that fear, in my post, “ How to Ask for Referrals: A Comprehensive Guide.”. You’re not a wimp—and there’s no reason to apologize. Yep, wimpy. Featured image attribution: Samantha Garrote ).

Referrals 358

Referrals Cold Calling Call-back Research 358

The Sales Heretic

APRIL 19, 2018

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

Sales Meeting 193

Sales Meeting Meeting Sales Referrals 193

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

MAY 28, 2020

Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

No More Cold Calling

APRIL 26, 2018

Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait. That sure messes up our forecasts, commissions, and company profits, and it lengthens our sales process.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Because it doesn’t actually help with sales execution.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. in my Referral I.Q.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

NOVEMBER 22, 2011

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. You leave the sales meeting excited and confident that you have the deal. Double Your Sales.

Closing 285

Closing Prospecting Proposal Referrals 285

Jeffrey Gitomer

AUGUST 10, 2011

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. Use a worn out sales technique? definitive answers to this age-old sales barrier: Still have questions for me? Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. The Sales Bible. Categories.

Hiring 297

Hiring Training Social Media Loyalty 297

Jeffrey Gitomer

JULY 26, 2011

Get your customer to bring a referral for you, and you bring a referral for your customer. Your customer may be reluctant to bring you a referral unless you bring one for him. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck!

Hiring 260

Hiring Social Media Referrals Loyalty 260

Jeffrey Gitomer

AUGUST 3, 2011

Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales leadership , sales skills. Get Sales Blog Updates. Generating Referrals. Sales Management.

Hiring 268

Hiring Training Social Media Loyalty 268

Jeffrey Gitomer

AUGUST 15, 2011

Make more sales. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Get Sales Blog Updates. Categories.

Remedy 334

Remedy Hiring Training Social Media 334

MTD Sales Training

FEBRUARY 3, 2012

“I’m in a slump right now…” “Our sales are in a slump…”. However, just what is a sales slump anyway? Most sales people refer to a sales slump as that time when sales slow down, and business slips into a quagmire. Are there times when your sales may drop off? It’s not their fault. Earns £350.

Call-back 287

Call-back Referrals Closing Commission 287

Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Many salespeople are reluctant to come to grips with WHY they are in sales and WHY they are in their present job. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Online Training. Hire Jeffrey.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

The Pipeline

APRIL 29, 2011

The Pipeline Renbor Sales Solutions Inc.s 3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Myth #2 Sales 2.0

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Jeffrey Gitomer

MAY 9, 2011

I’m Slumping, And I Can’t Get A Sale!” Not making enough (or any) sales? Let’s be kind and call it “sales underachievement.” ” Here are the prime causes of sales slumps: Poor belief system: I don’t believe that my company or product is the best. Get Sales Blog Updates.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

MAY 27, 2011

Filed Under: Attitude , Leadership , My Books Tagged With: attitude training , business social media , corporate sales training , customer loyalty training , gitomer , Jeffrey gitomer , jefrrey gitomer , overcoming objections , sales management training , sales training. Get Sales Blog Updates. Generating Referrals.

Hiring 315

Hiring Social Media Loyalty Cancellation 315

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. The secret to building a solid sales business? That’s nine meetings a week. It could be 10, but who wants to meet for breakfast on Monday morning? The Magic Meeting Number.

Referrals 195

Referrals Decision Maker Conference Networking 195

Jeffrey Gitomer

APRIL 19, 2011

Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips. For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. The Sales Bible.

Hiring 316

Hiring Social Media Loyalty Referrals 316

Jeffrey Gitomer

OCTOBER 19, 2011

If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. Target the people you want to meet. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Here are 11.5

Networking 314

Networking Hiring Prospecting Social Media 314

No More Cold Calling

MAY 3, 2018

They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. They don’t need us to give them demos or canned sales pitches, because they can get all that online. The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 Get Referrals.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Jeffrey Gitomer

MARCH 22, 2011

Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Speak Your Mind Cancel reply. Categories. Select Category. Customer Loyalty. Jeffrey Webinar. Leadership. Networking.

Hiring 251

Hiring Social Media Loyalty Networking 251

No More Cold Calling

MARCH 10, 2011

The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. The sales person uses manipulative tactics to make contact with the decision maker.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. They ended up cold calling.

Account 272

Account Hiring Lead Generation Face-to-face 272

Jeffrey Gitomer

APRIL 29, 2011

If you get my weekly email magazine sales caffeine, you know it is all about sales help. Here is a video testimonial I recently received from an Ace of Sales customer: Melissa from Hard Target Mixed Martial Arts in Charlotte, NC uses Ace of Sales to build relationships and keep them. Get Sales Blog Updates.

iContact 284

iContact Hiring Social Media Loyalty 284

Jeffrey Gitomer

AUGUST 31, 2011

This makes the recovery complete, and paves the way for the next order, or a favorable referral. I know it drives me insane as a sales professional. I challenge sales pros to keep their last awful customer service experience (as a consumer) in the back of their mind. Sales professionals need to remember that! Comments.

Hiring 318

Hiring Customer Social Media Loyalty 318

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. But how do you use this data to make an informed, relevant sales pitch? Don’t make a discovery sales call to the CIO.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

Score More Sales

SEPTEMBER 5, 2013

How can sales grow based on these ideas? Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews. We have incorporated this into our marketing and sales –. But in business?

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Jeffrey Gitomer

MAY 18, 2011

How Personal Information Leads To A Relationship (And To Sales). And, oh yes, lots of sales.). The difference between making a sale and building a relationship lies in your ability to get this information — and uncover the other information it leads to. Get Sales Blog Updates. Generating Referrals.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

No More Cold Calling

NOVEMBER 19, 2015

Face-to-face matters in referral selling. No sales leader wants to hear that. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever. Strong relationships are why clients buy—and why we get referrals. In-person meetings aren’t luxuries. ” Yikes! Maybe nothing.

Referrals 120

Referrals Face-to-face Decision Maker Cold Calling 120

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? You bet, and it’s critical to increasing B2B sales effectiveness. Not every social outreach is going to result in a sale, nor should it.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

NOVEMBER 23, 2017

Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern. 70 percent of the prospects in an industry—the sales everybody is fighting for—will never buy from anyone.”. Land and Expand with Referrals. No question about it.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125