Jeffrey Gitomer
AUGUST 15, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 10.5 Attitude Buster Remedies. Gitomer | August 15, 2011 | 1 Comment. Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Here is a list of attitude busters, with actions (remedies) you can take to overcome them: 1.
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MTD Sales Training
AUGUST 1, 2011
“May I help you Sir?”. “No…I’m just looking…”. “Arrrrrrgh!”. Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others. This one extremely common phrase causes some retail sales people to simply throw up their hands, walk away from the prospect and wait until the customer announces that they are no longer just looking and have decided to buy something.
Sales Gravy
AUGUST 30, 2011
Although the buying decision may be a priority today, it can be pushed to the bottom of the list tomorrow when your contact has a more pressing issue to deal with. Invest time to create a "keep-in-touch" campaign.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SBI
AUGUST 12, 2011
In the history of the world, no one ever purchased anything without first seeing the value. So job number one is to show how your product has value. But value isn’t a strong enough motivator by itself. Perceiving a value is just the beginning. I can see why a diamond ring has value. But that doesn’t mean I want one. The reason I don’t want a diamond ring could be: I value other things more.
Jeffrey Gitomer
AUGUST 23, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. To Become A Master Salesperson, Master NON Selling Skills. Gitomer | August 23, 2011 | 3 Comments. Tweet Share Everyone talks about “how to sell” Not me. I stress “why they buy,” or “how to get people to buy.” It’s a much more powerful success model.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
AUGUST 24, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not “What’s your brand?” It’s “Where’s your brand?” Gitomer | August 24, 2011 | 2 Comments. Tweet Share Everyone has heard the word “branding,” but no one really understands what it means in terms of its everyday power — not even the people who write books on it.
Jeffrey Gitomer
AUGUST 10, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not about RESPONSE. It’s about PREVENTION. Gitomer | August 10, 2011 | 1 Comment. Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, “Sounds great.
Jeffrey Gitomer
AUGUST 17, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How Are You Using The Power of First Impression? Gitomer | August 18, 2011 | 1 Comment. Tweet Share You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for. Now is the time to hone your presentation to perfection… or is it?
Jeffrey Gitomer
AUGUST 3, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The pizza philosophy. What toppings do you offer? Gitomer | August 3, 2011 | 1 Comment. Tweet Share How is the pizza philosophy working for your business? Not sure what I mean? Watch the video below: Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitome
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Jeffrey Gitomer
AUGUST 30, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. This Week’s Facebook Contest Winners. Gitomer | August 30, 2011 | Leave a Comment. Tweet Share I’m excited to announce the second three winners of my new social media contest! Congratulations to the winners! If you were one of the lucky ones, you should be receiving more information soon about your prize.
Engage Selling
AUGUST 15, 2011
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Jeffrey Gitomer
AUGUST 9, 2011
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Science of Compromise. Gitomer | August 9, 2011 | Leave a Comment. Tweet Share I used to watch my father negotiate. He was a master at getting his way. After the deal was done, he would remind me, “Son, never offer anything you wouldn’t be glad to accept yourself,” I thought that was a pretty good strategy.
MTD Sales Training
AUGUST 26, 2011
If you have missed Parts I and II of this series, it is a good idea to check them out now—it’s good stuff! Continuing though, when calling that company when you have no name and the gatekeeper (GK) refuses to give you a name or connect you without one. Here are a few ways to handle the situation. Two Important Points. First, keep in mind these two critical points: The average sales person is usually trying to accomplish too many sales goals during one contact.
MTD Sales Training
AUGUST 31, 2011
Getting your mindset right on your way to the sale is a critical step in your sales process. While there are several things you need to do to prepare physically and technically, you also need to make sure you are prepared mentally and psychologically. Below are three very important psychological steps to make sure you are ready for the sales meeting.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
MTD Sales Training
AUGUST 29, 2011
While there are many different buyer types that you have to deal with everyday, in today’s age of instant information, there is one type that has become quite formidable. That is the Know-it-all. You know this prospect; the one that believes he or she knows more about what you do and sell than you, your management team, your sales and marketing teams, and everyone else on the planet.
MTD Sales Training
AUGUST 25, 2011
Appointments that cry off at the last minute will cost you a great deal of money. In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less tangible expenses. Depending on your business, it may be impossible to eliminate canceled appointments completely. However, you can greatly reduce them and diminish their effect on your sales process and income.
MTD Sales Training
AUGUST 24, 2011
In Part I, I explained a few ways to find the name of someone in your prospective company. Now, let us see how you can use that name to reach your decision maker (DM). If you were unable to find the name of someone in the company, don’t worry. In Part III, I will give you a few tips to cold call with no information at all. Using a Name. Now that you have the name of someone in any department, make a call.
MTD Sales Training
AUGUST 22, 2011
Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. Whew! Even if you already know the likely job title of the DM, it is still frustrating when you do not have a name and the gatekeeper (GK) refuses to give you one or to connect you without one.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
MTD Sales Training
AUGUST 19, 2011
“Hi, Mr Prospect. Ethan James here, with XYZ Solutions…”. “I’m not interested!”. Arrrgh! Below is a very effective way to handle the “not interested,” come back. However, it is not a script to follow verbatim. Though I am going to put this in the form of a hypothetical cold call, the words are not important. I want to convey the idea , the concept and the thought process behind it.
MTD Sales Training
AUGUST 18, 2011
Selling over the telephone or setting appointments , in a cold call , you have just a few short seconds to make a favorable impression on the prospect. In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance. By six seconds, the prospect has an impression of your trustworthiness, your professionalism and your product or service, and often, they are all negative.
MTD Sales Training
AUGUST 17, 2011
One of the biggest and deadliest mistakes sales people make during a sales interaction is to let the prospect downgrade the competition. In fact, most sales people love it when this happens and usually join in with the prospect in bashing competitive companies. The Common Scenario. The prospect has had a bad experience or heard rumors of such about a competitor.
MTD Sales Training
AUGUST 15, 2011
The first part of this article, “Do you suffer from Phone Phobia,” explained how phone phobia is much more than the simple fear of making calls. It has to do with the misplaced high-level of importance sales people place on the value of the call. To eliminate phone phobia, you must determine and understand the true value of a single telephone call.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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