Jeffrey Gitomer

NOVEMBER 20, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales Training 129

Sales Training Sales Management Management Sales 129

MTD Sales Training

NOVEMBER 3, 2014

'When I managed a team of salespeople it was always interesting to hold meetings with them when their targets hadn’t been met. I often had to smile to myself when they were avoiding eye-contact, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 125

Sales Meetings Management 125

Engage Selling

NOVEMBER 4, 2014

'You may be surprised to learn that many salespeople and business professionals spend less than one hour a month prospecting for new business. One thing you must always keep in mind is that there is no sales problem that good prospecting skills can’t solve. Unless you’re rude or have a bad attitude (in which case you […].

Management 93

Management Sales 93

SBI

NOVEMBER 19, 2014

'Everyone surely knows of the story of Goldilocks and the Three Bears, written over 175 years ago by British author and poet Robert Southey,back in 1837. By the way, a man named Joseph Cundall transformed the original antagonist from an ugly old woman to the pretty little girl we have come to know as Goldilocks in 1849. As the story unfolds, our willful heroine Goldilocks sets out for a walk deep in the forest.

Sales 52

Sales Prioritization Marketing 52

Advertiser: ZoomInfo

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.

Sales

Sales Gravy

NOVEMBER 30, 2014

40

40

Janek Performance Group: Account Planning

NOVEMBER 5, 2014

More revenue… More sales… Exceeding quota… These are all statements that sales professionals think about and focus on. However, many sales professionals associate hitting these targets with finding new customers rather than cultivating, nourishing and enhancing existing relationships. This week’s Sales Performance Blog will focus on growing business through existing relationships by implementing proven best practices that will help you achieve your desired targets.

Facilitation 40

Facilitation Sales Management Meetings Organization 40

MTD Sales Training

NOVEMBER 26, 2014

'Nowadays there is more pressure than ever before to meet or speak with as many prospects as you can and to optimize your time more effectively. I recently met with Mark Jones – Head of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meetings 117

Meetings Sales 117

Engage Selling

NOVEMBER 18, 2014

'If you’re taking time out of your day to read this blog, one thing is for sure, you are not meant for mediocrity. You are investing time into learning and increasing your knowledge, which is more than many salespeople can say for themselves. But, if you want to be a top performing salesperson, you may be […].

Sales 92

Sales 92

SBI

NOVEMBER 4, 2014

'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Garin Hess, CEO of DemoChimp. Nancy: What does DemoChimp do? What problem/s are you solving for sales and/or marketing organizations?

Decision-making 52

Decision-making Sales Technology Marketing Software 52

Sales Gravy

NOVEMBER 30, 2014

In an effort to minimize any self-inflicted embarrassment, the astronauts. established an informal incentive program amongst themselves, which they referred to as “Operation Green Turtle”. When an astronaut slipped up.

40

40

Advertisement

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.

Sales Management

MTD Sales Training

NOVEMBER 11, 2014

'When I worked in sales a few years ago, we were always told to ‘walk in the customer’s shoes’ so that you could experience exactly what they were going through when they were conducting their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 113

Sales 113

MTD Sales Training

NOVEMBER 13, 2014

'Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 109

Sales 109

MTD Sales Training

NOVEMBER 27, 2014

'It’s often considered that the ability to be able to persuade someone to make a decision is a key skill in a salesperson’s armoury. For many, it means that you can sell something that maybe the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Decision-making 108

Decision-making Sales 108

MTD Sales Training

NOVEMBER 28, 2014

'Earlier this week we brought you the first installment of my Q&A Session with Mark Jones who is Head of Learning & Development at MeetingZone Ltd. MeetingZone specialise in unified. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meetings 105

Meetings Sales 105

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.

MTD Sales Training

NOVEMBER 12, 2014

'In the first part of this article, we discussed ten reasons why it would be beneficial for your prospect to agree to choose your solution. All prospects and customers have to rationally and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 104

Sales 104

MTD Sales Training

NOVEMBER 5, 2014

'Human beings have never and will never be predictable animals. What to one person will be a bit of a nuisance may well be tantamount to being the end of the world to another. Certain people have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

100

100

MTD Sales Training

NOVEMBER 19, 2014

'When you get to a point in the conversation with a customer where you have to negotiate on price or some other issue, remember one thing: the vast majority of negotiations occur because you haven’t. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Negotiation 94

Negotiation 94

Engage Selling

NOVEMBER 20, 2014

'Alright – before you get the wrong impression, Engage Selling’s blog is, and always will be, committed to driving more sales to your business. Despite the title of this blog post, we haven’t turned into a nutrition blog overnight! Don’t worry! But, the title still stands. You and your business may need to go on […].

Management 92

Management Sales 92

Advertisement

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.

Meetings

MTD Sales Training

NOVEMBER 25, 2014

'Sales meetings are those events that can make or break a salesperson’s day. When they are encouraging and inspiring, they can build you up for the whole day and have you motivated to become the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 92

Sales Meetings 92

MTD Sales Training

NOVEMBER 6, 2014

'When selling to the prospect it is sometimes difficult to add value and get the message across to the client of all the wonderful features your product possesses. Here is an infographic which gives. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 92

Sales 92

Engage Selling

NOVEMBER 27, 2014

'How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you […].

Profitability 91

Profitability Sales 91

Engage Selling

NOVEMBER 14, 2014

'Are you looking for more strategies for succeeding as a sales rep? Check out my new book, Nonstop Sales Boom.

Sales 91

Sales 91

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

Engage Selling

NOVEMBER 13, 2014

'Are your client and prospect conversations often turning into a form of verbal combat? All too often salespeople get so wrapped up in being right that they completely forget to acknowledge their client’s feelings and opinions. Demonstrating acknowledgement is a key step in continuing a conversation instead of jumping straight into an argument! <– Click […].

Client Relationships 90

Client Relationships Sales 90

Engage Selling

NOVEMBER 25, 2014

'Wow – we’re now in the final week of November. It’s hard to believe that we’ll be entering the final month of the year very shortly. Time flies, doesn’t it?! I’m sure you’re already thinking ahead to 2015. But, before you pull out the planning boards and strategy documents, don’t forget to first analyze your […].

Management 90

Management Sales 90

Engage Selling

NOVEMBER 19, 2014

'Everyone wants to hire the best sellers from their competitors. But it’s not always the best strategy. Listen to this podcast to find out why. Everyone wants to hire the best sellers from their competitors. But it’s not always the best strategy. Listen to this podcast to find out why. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

Sales Training 88

Sales Training Sales 88

Engage Selling

NOVEMBER 26, 2014

'Coaching leads to improved profitability, retention and effectiveness of your sales team. Today I’ll explain nine best practices for coaching that will help you drive accelerated sales results. Coaching leads to improved profitability, retention and effectiveness of your sales team. Today I’ll explain nine best practices for coaching that will help you drive accelerated sales results.

Profitability 86

Profitability Sales Training Sales 86

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.

Supply Chain

Engage Selling

NOVEMBER 11, 2014

'In sales, our focus is often set on making the next sale. But, our current client base should never be neglected for the sake of closing another deal Always nurture and build relationships within your current customer base. You want to keep them happy because not only does it feel good to deliver quality to […].

Client Relationships 86

Client Relationships Sales 86

Engage Selling

NOVEMBER 5, 2014

'The best sellers often come from the most surprising sources. How creatively are you thinking? You never know where your best candidates can come from. Today, I’ll share some of my best tips to finding the best talent. The best sellers often come from the most surprising sources. How creatively are you thinking? You never know where your best candidates can come from.

Sales Training 85

Sales Training Sales 85

MTD Sales Training

NOVEMBER 18, 2014

'One of the most precious assets that a company possesses is the quality of their brand. A great brand image can drive sales onward and upward; a lesser image can ultimately destroy a brand’s presence. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 83

Sales 83

Engage Selling

NOVEMBER 12, 2014

'Don’t let the interview be the best sales job this seller has ever completed! Today I’ll share five tips to help you identify what skills and requirements you must be on the lookout for. Don’t let the interview be the best sales job this seller has ever completed! Today I’ll share five tips to help you identify what skills and requirements you must be on the lookout for.

Sales Training 78

Sales Training Sales 78

Advertiser: ZoomInfo

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!

Meetings