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You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense t
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Will Next Year Be THE Year Of Rebound? Gitomer | December 9, 2011 | Leave a Comment. Tweet Share The days of waiting to see what will happen, waiting to see when things will return to “normal,” and waiting for a sure sign of recovery are over. You cannot afford to wait any longer.
If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about the steps you can take to make their job easier.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
You've heard Albert Einstein's famous definition of insanity: doing the same thing over and over again and expecting different results. Here's my corollary: Focus on new ideas and actions and expect better results.
Techy Tuesdays takes the reins of the MTD Sales Blog once again this week as we steer you towards a brighter future in the online world. Last week I showed you some great uses of the LinkedIn Answers platform when looking to test your marketing strategies and generate ideas for new content, and this week I thought I’d give you some top tips for creating a successful LinkedIn Company Page.
Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.
Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.
In the recent post, “Are You Really Asking For The Order?” I talked about how many sales people suffer with using weak, fearful closes that do not actually ask for the order. A few of them are: 1. Waiting for the prospect to take the initiative and ask for the sale. 2. Asking the prospect what they think. 3. Using some inducement with the hopes the prospect will initiate the sale.
Introducing Techy Tuesdays! Every Tuesday from now on I will be taking over the MTD Sales Training blog with a quick fix of interesting and innovative updates from the technological world which will help you to generate real leads and boost your sales pipeline. For those who don’t already know, I’m Louise, Sean’s Marketing Manager, and I am really looking forward to bringing you some top tips on how to prospect, network and engage with your clients via the digital world.
While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. It is the old, “If it’s not broke don’t fix it…” attitude. However, here are three basic things to understand about sales meetings: 1.
In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T. 1. Berate. 2. Intimidate. 3. Subjugate. Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next level!
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.
In the recent post, “Can You Sell ANYTHING to ANYONE?” I highlighted that many sales people believe that it is possible to become so good in the practice, art or science of selling that one can close every prospect for any product. Could a sales person get to the point to be able to sell anything to anyone by becoming an expert in prospecting, asking questions, persuasion and closing skills?
Is it true that the best sales people can sell anything to anyone? Are you one of those rare few in the world of professional selling that has the ability to sell virtually any product to any prospect? You have heard those old sentiments before, “I can sell ice cubes to Eskimos…” or “That guy can sell prescription eyeglasses to a blind man.”. In the 60s, 70s, and early 80s, many sales people prided themselves in the (imagined) ability to turn every prospect into a customer regardless of th
Since the launch of my bestselling book eselling® I’ve been inundated with keynote speaking requests on the subject and also for in-house training. One of the most popular elements of eselling® has been how to use LinkedIn for prospecting, networking and how to identify sales opportunities. So we’ve designed a special course around just that: . ** LinkedIn For Sales Professionals **.
With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. The immediate question that arises is what and how do you pay this inside sales force? Commission on the Sale.
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.
In the recent post, “How to Compensate A Telesales Staff To Set Appointments,” I explained some of the major problems that arise when you choose to compensate telesales representatives (TSRs) with commissions on closed sales. . Problems When Paying TSRs on Closed Sales. The TSR begins to look for sales rather than just set good appointments. The TSR looks for the easy lay down sale and fails to set appointments with otherwise good qualified prospects.
It’s that wonderful time of the year again! Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection. “It all looks very good, but I think I will wait until after Christmas…”. “We are going to hold off until the beginning of the New Year…”.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Is it what’s WRONG with these kids? or what’s RIGHT with these kids? Gitomer | December 30, 2011 | Leave a Comment. Tweet Share Kids! I don’t know what’s wrong with these kids today! Kids! Who can understand anything they say? Kids! They a disobedient, disrespectful oafs!
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s that time of year: “Call me back after the holidays.” Gitomer | December 28, 2011 | Leave a Comment. Tweet Share Call me after the holidays is not an objection. It’s worse. It’s a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed: What tactic will you
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.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The 100-year path to a sale is over: Road Closed. Gitomer | December 16, 2011 | 1 Comment. Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Have You Signed Up For My Webinar Bootcamp Yet? Gitomer | December 6, 2011 | Leave a Comment. Tweet Share Have you taken time to sign up for my webinar bootcamp yet? Between December 12th and 16th I am going to give 5 webinars that are going to rocket you into 2012 because it’s information you can use.
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.
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.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Register For My Webinar Bootcamp TODAY: 1 Week, 5 Webinars, 1 Hour Each. Gitomer | December 2, 2011 | Leave a Comment. Tweet Share Between December 12th and 16th I am going to give 5 webinars that are going to rocket you into 2012 because it’s information you can use.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What You Need To Be Doing This Holiday Season. Gitomer | December 22, 2011 | Leave a Comment. Tweet Share Here’s what you need to be doing this holiday season. These are my personal recommendations for maximum holiday enjoyment, both in business and with family: Do not use auto-reply telling people you’re out of the office for the holidays.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. You Can Still Sign Up For My Webinar Bootcamp! Gitomer | December 14, 2011 | Leave a Comment. Tweet Share You can still sign up for my webinar bootcamp! Click on # JGBootcamp to see what you’ve been missing. Here is the topic today, and for the rest of the week: Wednesday – Create a Killer Personal Brand, It’s not who you know, it’s who knows you.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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