Jeffrey Gitomer

NOVEMBER 15, 2011

“Revel” and “lament” are choices. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. It’s not what happens to you; it’s what you do with what happens to you. Your choices.

Study 332

Study Hiring Social Media Loyalty 332

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 1) Sales / Marketing Budget Spend Shifts.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

No More Cold Calling

NOVEMBER 8, 2021

Your referral network is your net worth in sales. ” That’s what a client asked me a couple years ago, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? What happened to me is what happens to so many sales teams. Don’t forget to nurture it.

Referrals 227

Referrals Customer Revelation Networking 227

Anthony Cole Training

SEPTEMBER 4, 2013

Sales people have to prospect! I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. I''m confused because it appears that today''s sales people either don''t prospect, don''t generate their own leads, or don''t do either one very well.

Hiring 203

Hiring Prospecting Cold Calling Revelation 203

Increase Sales

JUNE 8, 2012

Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers. One reads the “old way of selling is out” to “sales is even more difficult today than ever before” or “it’s a whole new world when it comes to selling.”

Decision Maker 169

Decision Maker Ideal Customer Profile Revelation Coaching 169

Bernadette McClelland

JANUARY 3, 2017

In sales we are encouraged to persuade our prospect to move forward to an outcome. Even in Joseph Campbell’s famed ‘The Hero’s Journey’ , you will find Aristotle’s three components that continue to keep us engaged and ready to take action, but I believe in the world of sales, Aristotle might have added a fourth component to close the loop.

Revelation 247

Revelation How To Sales Leadership Buyer 247

Pipeliner

MARCH 31, 2021

In this Expert Insight Interview, Monica Rodgers discusses the Revelation Project — a mission to disrupt the status quo and activate inner transformation, giving women the tools and guidance to reveal, remember, reclaim and reframe their rightful place as emerging and powerful leaders in the world. Revelation Project.

Revelation 52

Revelation Video Face-to-face Energy 52

The Sales Hunter

DECEMBER 3, 2012

The person is a rock star in sales — not just for a year or two but over decades. ” This revelation was coming from a veteran! I want the Monday sales motivation video ! Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Revelation 172

Revelation Video Motivation Positioning 172

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. appeared first on Score More Sales.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Partners in Excellence

JANUARY 30, 2025

Average deal sizes went down, sales cycles went up. We can imagine a world of hyper-efficiency—getting more and more out of each human being in each hour and reveling over replacing as many as we can through agents. The post “Hyper-Efficiency, The Secret To Sales Success In 2025!” Life is sweet!

Scale 133

Scale Outsourcing Services Hiring Revelation 133

Partners in Excellence

NOVEMBER 5, 2021

We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process. ” Fast forward to today, research shows customers have a preference for minimizing sales involvement in their buying journeys.

Revelation 143

Revelation Margin Discount Retention 143

Partners in Excellence

OCTOBER 11, 2021

.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. It was both challenging and huge fun.

Revelation 157

Revelation Jigsaw Account Lead Rank 157

Bernadette McClelland

NOVEMBER 26, 2023

My 'Who' Revelation This aha moment shifted me to began to do a couple of things: Seek out the ‘Who’ – the people who could offer the knowledge, connections, and expertise that I lacked in this new environment and Sort out those who hadn’t been as forthcoming from within the network I believed I had.

Revelation 195

Revelation Networking Government Revenue 195

Babette Ten Haken

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? In spite of all your pre-sales assurances.

Revelation 141

Revelation Face-to-face Retention Distribution 141

Partners in Excellence

JANUARY 27, 2021

Sales people often add to the complexity customers face. Related Posts: Reveling In Complexity Complexity Is Just An Excuse Helping Our Customers Face Uncertainty Managing Complexity The Challenged Customer. We do this because we worry about what we don’t know. We do this because we may be frightened.

Meeting 159

Meeting Face-to-face Revelation Google 159

Partners in Excellence

AUGUST 12, 2020

It turns out, they are facing the same issues sales is facing around decision confidence and sensemaking. Sales and marketing are figuring it out for what it means for us and our ability to achieve our goals. Related Posts: The Future Of Sales Is Virtual. A lot has been made of “virtual selling.”

Face-to-face 167

Face-to-face Revelation Channels Exercises 167

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. This proprietary information is only reveled when you have an internal spy.   The sales cycle is a formalized information-and-activity exchange.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

FEBRUARY 7, 2013

Customers are self educating, they don’t want to see sales people until they have completed the majority of their buying process! We all know this–much to the chagrin of sales. So we get confused, what’s the role of marketing, what’s the role of sales? But the customer is really screwing things up.

Top of Funnel 125

Top of Funnel Marketing Lead Rank Sales Qualified Lead 125

Increase Sales

APRIL 12, 2013

This revelation hit me when I realized that the majority of my clients cannot answer these 3 questions: Do you know how the company makes money with 100% clarity and certainty? Usually the place to begin after the organizational assessment such as D.I.AL.O.G. Do you know how the company keeps money with 100% clarity and certainty?

Revelation 143

Revelation Infusion Small Business Small Business 143

Partners in Excellence

JULY 2, 2019

By ignoring our failures, reveling only on our success, we miss opportunity. Fear Of Failure What Sales People Can Learn From High Jumping Committed To "Not Succeeding?" Sales Heroics Are Actually Sales Failures! The reality is we probably fail more than we succeed. Related Posts: What's Your Focus?

Revelation 122

Revelation Relationals Opportunity Positioning 122

The Pipeline

DECEMBER 3, 2015

Everyone knows that the prospect should be doing most of the talking during a sales call. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? Sales person makes eye contact, does not interrupt, nods almost on cue, and takes copious notes to preserve every word the prospects utters.

Revelation 120

Revelation Fashion Buyer Education 120

Partners in Excellence

APRIL 1, 2022

I didn’t bother, looking at the 1000’s of books in that category, I probably could find something, but I’ll keep ordering the books I want, and if I get to collect the $1.40, that’s fine, if not, Amazon can revel in the fact that I’ve let them drop $1.40 Related Posts: In A Sales Slump?

Revelation 149

Revelation eBook Channels Referrals 149

Partners in Excellence

JUNE 20, 2013

Sometimes, I think we revel in complexity, “Real men (and women) do complex stuff! If you are spending more time in internal discussion, rather than with the customer, solving their problems, then maybe you are, unconsciously reveling in complexity or using it as an excuse. Complexity is a reality! Simplicity is for weenies!”

Revelation 115

Revelation Face-to-face Competition Consumer 115

Partners in Excellence

DECEMBER 2, 2012

Yes, lots of surveys show that customers are engaging sales people later and later in their buying process. It also displaces much of the traditional role of the sales person in teaching their customers about products and solutions. Self education becomes a value alternative to avoid sales people.

Revelation 128

Revelation Education Buying Cycle Social Media 128

Partners in Excellence

MARCH 29, 2012

Lori Richardson posed a very challenging question at Focus.com: “What is your definition of a “sales influencer” in a B2B organization?” No part of the organization is sheltered from influencing sales or the customer experience. Sales, marketing, and customer service are just the point of the spear.

Influencer 118

Influencer Company Revelation Journal 118

Partners in Excellence

MARCH 20, 2024

I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. Why are we spending so much time doing what ChatGPT (and high performing sales people) can do in their sleep?” I test across different roles, markets, different issues.

Ideal Customer Profile 139

Ideal Customer Profile Revelation Decision Maker Face-to-face 139

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. As we spoke, it struck me how we revel in these questions. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions.

Customer 147

Customer Revelation Buying Cycle Call-back 147

Zoominfo

OCTOBER 19, 2022

All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. At that moment, reveling in victory, I realized the most critical element of sales management: People. It was thrilling.

Revelation 130

Revelation Sports Objections Motivation 130

Pipeliner

NOVEMBER 27, 2024

” This episode delves into Rich’s life-altering experiences, particularly a significant revelation about his ancestry that reshaped his understanding of identity and family. This shocking revelation initiated a journey of healing, acceptance, and self-love. He is CSMO at Pipeliner CRM. video) appeared first on SalesPOP!

Video 113

Video Revelation Lead Rank Lead Scoring 113

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. And this is what all of us in sales need to think about.

Revelation 143

Revelation Channels Maximizer Social Selling 143

Jeffrey Gitomer

JANUARY 7, 2019

Sales made, sales lost, goals achieved, goals unmet, relationships that succeeded, relationships that failed, all of your emotional encounters, and all of your economic transactions. It's okay to celebrate achievement and revel in victory, but that's just a reflection of where you are at this moment.

Revelation 138

Revelation Sales 138

SBI

FEBRUARY 21, 2019

SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. game changer. Definition of game changer. :a

Revelation 100

Revelation Outbound Pipeline Meeting 100

No More Cold Calling

DECEMBER 30, 2021

I hope you will also give yourself a bit of a break in the New Year, and also give yourself a career edge by nurturing your most valuable sales relationships: your existing clients. That’s what a client asked me a couple years ago, and I was baffled by his revelation. What happened to me is what happens to so many sales teams.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Partners in Excellence

APRIL 18, 2014

When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility. Being an entrepreneur gives one a great source of freedom, great accountability (which great entrepreneurs revel in), and responsibility. Sales is a lot like this.

Territories 122

Territories Revelation Penetration Maximizer 122

Partners in Excellence

NOVEMBER 11, 2018

As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” ” Too often, the thinking is, “We have to meet the customer where they are at!”

Revelation 111

Revelation Customer Buyer Relationals 111

Partners in Excellence

JUNE 5, 2018

All of us revel in stories of the deal where we took dramatic actions and ultimately won–hopefully not by discounting. But the reality is that sales heroics represent a failure on our parts. Organizations that constantly win, only through sales heroics and last ditch efforts, are failing systemically! No Grin-F#!?ing

Revelation 79

Revelation Discount Sales System 79