Jeffrey Gitomer

JUNE 14, 2011

It’s fun, it’s practice, and it’s profitable. Filed Under: Attitude , My Books , Networking , Sales , Success Tagged With: corporate sales training , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales blog , the little red book of selling.

Sales 130

Sales Meetings Media Leadership 130

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. About Mike Mike Kunkle is a recognized expert on sales training, sales effectiveness, and sales enablement.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 93

Sales Training Sales Account Management Profitability 93

Mike Kunkle

OCTOBER 8, 2023

The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience. The cross-functional alignment ensures every department synchronizes efforts to drive profitable growth.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

MTD Sales Training

MAY 3, 2020

And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key Account Management Training courses. Happy Selling!

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Mike Kunkle

APRIL 8, 2023

He’s spent over 30 years helping companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems – and he’s delivered impressive results for both employers and clients.

B2B 243

B2B Sales Decision-making Stakeholders 243

Brooks Group

FEBRUARY 3, 2025

Make sure your sellers know the characteristics of your most profitable accounts and how to qualify new prospects that are similar. See how Sales Pipeline Management training can give you proven techniques to build a sales team pipeline plan with clear stages, qualifying criteria,and timelines to win new business.

Construction 92

Construction Value Proposition Advertising Sales Training 92

Brooks Group

MARCH 25, 2025

Having a well-defined lead qualification process will improve your forecasting accuracy, decrease wasted time and resources, and allow your sales professionals to focus their attention where it has the greatest impact. 5 Tips for Sales Prospecting Use these sales training tips to teach your team how to qualify sales prospects the right way.

Sales 55

Sales Decision-making Sales Training Profitability 55

MTD Sales Training

JANUARY 28, 2020

If you show how you have helped other companies like theirs accomplish goals, hit their objectives, become more productive or gain more profitability, they will see your value go up in their eyes. MTD Sales Training | Sales Blog. This is my favourite way of dealing with competitors in our business. Happy Selling!

Meetings 150

Meetings Sales Sales Training Profitability 150

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 144

Sales Training Sales Decision-making Communication 144

Jeffrey Gitomer

APRIL 22, 2013

Anything in favor of your customer that helps them increase productivity, communication, operations, morale, and especially profit. The post The Two Most Important Words In Sales appeared first on Jeffrey Gitomer’s Sales Blog. . • Office supplies and teaching customer service to receptionists and accounting. Real value.

Manufacturing 90

Manufacturing Value Selling Sales Training Sales 90

Jeffrey Gitomer

MAY 16, 2013

You’re totally clueless about your customer base and what will grow more and profitable sales. Successful sales leaders…. Manage the sales cycle, not call activity. Measure the sales cycle, not sales activity. Help make follow-up calls with their salespeople to learn more about the sales cycle.

Sales Leadership 104

Sales Leadership Leadership Sales e-Learning 104

Mike Kunkle

NOVEMBER 26, 2022

Paraphrasing Greg Alexander: The goal of enablement must be to improve sales productivity (revenue and profitability per rep). That said, HOW you do it (improve sales productivity) does matter. The Building Blocks of Sales Enablement Learning Experience: [link]. SPARXiQ Blog: [link]. Anything else is just noise.

Sales 233

Sales Leadership Transportation Sales Training 233

Brooks Group

APRIL 7, 2025

98% of our revenue came from live, in-person sales training. We have a lot of incredibly smart people on our team, some of whom are exceptional at analyzing data, spotting trends, and developing training material to fill needs. We also have world-class sales training facilitators , whose in-person programs had all been canceled.

Sales Leadership 52

Sales Leadership Leadership Supply Chain Sales Training 52

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

OCTOBER 7, 2024

Overcoming Common Challenges During An Enterprise Sales Training Program You’ve probably heard of sales training, but what about enterprise sales training? As the world gets more complicated, so do customers’ pain points during sales conversations. What Are Enterprise Sales?

Sales Training 52

Sales Training Decision-making Sales Stakeholders 52

Brooks Group

FEBRUARY 12, 2025

Thats why its essential for your sales professionals to be skilled at building rapport quickly and providing value when they do have the opportunity to talk to a buyer. Over the course of the sales process , effective rapport building establishes your sellers as trusted partners.

Sales Training 53

Sales Training Profitability Decision-making Communication 53

Brooks Group

MARCH 4, 2025

This coaching ensures sellers focus on more profitable opportunities and discard those that are unlikely to close early in the selling cycletaking the right actions to build a pipeline of qualified opportunities. But some sales organizations lack formal, well-executed sales coaching programs.

Management 76

Management Sales Meetings Sales Training 76

MTD Sales Training

FEBRUARY 11, 2020

You determine what the benefits would be to the prospect if they agreed to go with your solution and then you introduce this ‘conditional clause’ to make the prospect realise when they would be receiving the benefits (saving money, making more profit, increasing productivity, etc). “So, Happy selling! Sean McPheat.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

JUNE 26, 2023

More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 130

Sales Finance Profitability Decision-making 130

Jeffrey Gitomer

MAY 22, 2011

You must sell your way to profit and success. Not just in front of your own people – make sure it’s on your company’s blog, in your weekly e-magazine, and posted on your website. Get Sales Blog Updates. KEY ACTION TO TAKE: Award achievement in public. Share this Post. Speak Your Mind Cancel reply.

Leadership 116

Leadership Media Meetings Government 116

Jeffrey Gitomer

APRIL 16, 2013

CEOs want to create great reputations, keep customers loyal, keep employees loyal, have no problems, maintain safety, and make a profit. The post Jeffrey Answers a Question on Cold Calling | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog. Write an industry white paper. White paper, or brochure?

Sales 93

Sales Advertising Sales Training Profitability 93

Brooks Group

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Brooks Group

SEPTEMBER 15, 2022

This is often due to a lack of training in areas that sales professionals need to succeed. Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits. When it comes to sales, communication is critical. Create a Middle Ground.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Brooks Group

OCTOBER 5, 2022

IMPACT has been improving the sales performance for companies and receiving awards and recognition for its effectiveness for decades. For the second year in a row, Investopedia has named IMPACT the best virtual sales training program in the country. Sales Success Despite Wars, Recessions, and a Global Pandemic.

Manufacturing 98

Manufacturing Value Proposition Sales Training Facilitation 98

Brooks Group

AUGUST 20, 2024

Value-based selling focuses on the benefits of a product or service to a potential customer, or prospect, throughout the sales process. This demonstrates your commitment to value creation and prevents you from compromising on terms that could undermine your profitability or long-term success.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

Jeffrey Gitomer

AUGUST 23, 2011

Knowing how the customer and others produce and profit — When you are trying to make a mental impact on the decision-making process. Trying to persuade someone with facts about your features and benefits pales by comparison to proof that by taking ownership that the customer will increase productivity and profits. Categories.

Profitability 130

Profitability Leadership Media Internet 130

Jeffrey Gitomer

APRIL 21, 2011

This is a 100% price driven sale. Low profit. Find out a little bit about the prospect’s business so you can go into the sales call with answers and ideas that may get the prospect excited enough to buy. Get Sales Blog Updates. Why send a quote — the next person who quotes 2 cents cheaper gets the business.

Media 134

Media Leadership Suppliers Decision-making 134

Brooks Group

APRIL 23, 2024

As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Download the White Paper The post Pros v.

Sales Training 86

Sales Training Sales Decision-making Negotiation 86

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Do they want to make more profit is they are selling on? Happy Selling! Sean McPheat.

Negotiation 84

Negotiation Sales Profitability Decision-making 84

Jeffrey Gitomer

FEBRUARY 19, 2013

Value is what you do to help customers understand how they use and produce, and how they profit from purchase. CAUTION: What you believe is “valuable” may be perceived by the customer as “part of the sale.”. Making the sale is a gateway to a relationship. appeared first on Jeffrey Gitomer’s Sales Blog.

Profitability 124

Profitability Communication Sales Sales Training 124

Brooks Group

AUGUST 6, 2024

In commodity-based industries or when selling to large customers with significant bargaining power, sales professionals must balance profitability with competitive pricing strategies. Build a Consultative Sales Culture Instill a consultative, customer-focused mindset throughout your sales team.

Manufacturing 103

Manufacturing Supply Chain Value Selling Sales 103

MTD Sales Training

NOVEMBER 27, 2018

So, if your customer does leave you or ceases to repeat orders with you, it can prove to be not only a major disappointment for you, but also a big loss of profitability for your company. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat. Managing Director.

Sales Training 80

Sales Training Decision-making Profitability Management 80

MTD Sales Training

AUGUST 22, 2018

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

FEBRUARY 3, 2020

When we ask how they are developing sales opportunities with existing customers who already know their products and services, often they say that market is saturated and there’s no more business available. Here at MTD we offer 1 or 2 day Customer Relationship Management Training for sales teams. MTD Sales Training | Sales Blog.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Mike Kunkle

JUNE 12, 2022

I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. It’s a solitary post on an otherwise unused blog – a Pay It Forward effort. Follow my work and connect: SPARXiQ Blog: [link]. Do YOU Need Support for This Journey?

Sales 130

Sales Decision-making Virtual Selling Remote Working 130