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Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. It does not matter if your personal views on such issues are the exact opposite of the prospect’s, or if they align perfectly.
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 5.5 Elements To Think About When Presenting. Gitomer | February 14, 2012 | Leave a Comment. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial.
Jenga is a Hasbro game that’s basically just a pile of wooden blocks. To begin the game, the blocks are stacked in rows of 3, each row in alternating orientation. The rules are simple: players take turns removing one block from the stack, and returning it to the top of the stack. As each block is removed and set on top, the stack becomes less stable until finally, the tower topples over and that player loses.
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.
The most successful sales people almost always have very clear objectives, plans on how to get there and an ability to push past the pain of work to achieve it. Something that proved to them that they can win.
I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! Excellent Service = More Sales. “Sean, I just had to tell you about what happened in a restaurant this weekend.
Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?”. No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have been the recipient of such prejudgement yourself.
Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?”. No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have been the recipient of such prejudgement yourself.
Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up , costing the customer time, money, headaches or worse? #1. Acknowledge and Inform as Soon as Possible. The very instant you know that something is amiss; you have to inform the client.
Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world! So how can you delve into this network of key decision makers and engage with them on a one-to-one level?
Small talk : That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call ? While there are some very different, if not, vastly opposing views on this among sales people, I don’t think there really is a controversy.
“I’m in a slump right now…” “Our sales are in a slump…”. We hear this terminology all the time in the world of professional selling. 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. The main thing is that most sales people relate a sales slump and its cause to unfortunate circumstances , usually beyond the sales person’s control.
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.
Some call it “small talk.” Others refer to it as the “warm up.” You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. In addition, this time for many sales people and prospective customers, is a waste of time.
Most sales people have aspirations of being the best in their field. Most have a desire to excel beyond their peers and rise to the top of their industry. One of the most frequent questions I get is, “How do I become a top sales person ?”. Well, let’s relate the selling profession to other professions. In many areas, one way to recognise someone who is a qualified expert in their field, who has an abundance of knowledge on a particular topic, is someone who holds a PhD in that field.
If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for even some of the most experienced sales people to under qualify or incorrectly qualify DMs on the telephone and there are three basic reasons for this.
Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. The internet and social media in particular are now your buyers’ best friends, as it puts them in control of the modern day sales process, so what are you doing to redress this balance of power?
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.
Confidence: it is one of the most essential ingredients in a successful sales profession. You have to have a great deal of confidence and believe that things will work in your favour even when all looks lost and when you are getting a lot more “NOs” than “YESs.”. As a professional sales person, you must believe that you can achieve and succeed and do things that most people would consider impossible, and you have to do it every day!
I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online. I have frequently written about the different ways you can use LinkedIn to network with c-suite decision makers and build your internet footprint, but in today’s post I thought I would take you back to
Sales people can find a plethora of tips and tricks on closing sales, and sales managers can easily locate information on how to find good sales people to work with. Yet, there is not a lot of information for the sales person on how to find a good company to work with. Here are a few tips to help you find that company that will pay off for you, as you pay off for them!
In today’s marketplace of shrinking budgets , growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off one another in search of the best deal. It should be obvious to anyone in business today, that to establish true customer loyalty takes a lot more than the old price, product and performance formula.
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.
I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude , just isn’t going to happen. The fact is that some things can hit you so hard and are so tangible that it leaves your head spinning and unfocused.
You know you did your job. You did a great sales presentation , covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday they lose more.
You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose! Apologise! No scripts or magic words here. I want you first to understand the philosophy about this concept.
Can you oversell your product or service? Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? In a word, YES! Here are four common ways that you can actually lose a sale after it’s done and dusted! #1. Continue to push benefits after a buying decision. The prospect has said “Yes,” and made the decision to buy.
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.
Sales 2.0 and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales processes. Social media and the internet have become big players in the business world, but few professionals really understand how to use these online tools to develop their sales techniques and generate qualified leads.
I received this question on our website this week and thought it was worth sharing: How do you tell others in a resume that you have the skills to sell their products? My Answer: Great question! Thanks for writing in. Sadly, most resumes are nothing more than descriptions of where you worked and what activities you have performed. To stand out, you need to focus on results!
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. Sign Up For My Yes! Attitude Webinar: February 29th, 2012. Gitomer | February 22, 2012 | Leave a Comment. Tweet Share I’d like to personally invite you to join me for my upcoming Yes! Attitude webinar on February 29th, 2012! Every employee in every company needs a foundation of attitude in order to create a successful work environment, successful relationships with their customers, and ultimately a succe
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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