Jeffrey Gitomer

SEPTEMBER 20, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Skills You Need To Be a True Leader. Gitomer | September 20, 2011 | 1 Comment. Tweet Share If you’re a boss, manager, or leader of some kind, listen up. This lesson will help you clarify the real-world skills you need to be a true leader. I’m talking about the leadership qualities needed to succeed: the action items, principles, and skills to employ so leadership works.

Sales Training 117

Sales Training Leadership Media Sales 117

Engage Selling

SEPTEMBER 9, 2011

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MTD Sales Training

SEPTEMBER 30, 2011

It is imperative in today’s marketplace and dealing with the modern-day buyer , to understand the true nature of your job as a professional sales person. Your job is to help; to be of assistance, to serve. However, too many sales people still see the selling situation as a competition between buyer and seller. It is the outdated “Pitch” mentality.

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Sales Training Decision-making Sales 48

Sales Gravy

SEPTEMBER 19, 2011

Hiring good salespeople is one of most important tasks a manager faces. Few decisions are more essential to the success of your company than who represents your products and services.

Sales 40

Sales Organization Management 40

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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.

Sales Management

SBI

SEPTEMBER 23, 2011

­UNDERCOVER BOSS was CBS’s Emmy-nominated #1 new series of the 2009-2010 season, averaging 17.7 million viewers. Its premiere episode ranks as the biggest new series premiere since 1987 and the most-watched premiere episode of any reality series. Clearly they’re on to something. In case you’ve missed it, each episode follows a different executive as they leave the comfort of their corner office for an undercover mission.

Marketing 35

Marketing Decision-making Organization Sales Management 35

Jeffrey Gitomer

SEPTEMBER 7, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What are the biggest mistakes salespeople make? Gitomer | September 7, 2011 | 2 Comments. Tweet Share 1. Getting into sales for the money. If you don’t love what you do, you will never achieve the goals that you’ve set for yourself, let alone the arbitrary ones your company sets for you (also known as quotas).

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Sales Training Sales Leadership Media 98

Jeffrey Gitomer

SEPTEMBER 13, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How Do You Succeed? It Depends On Who You Expose Yourself To! Gitomer | September 13, 2011 | Leave a Comment. Tweet Share Many of my role models are alive, but I haven’t met them. They’re not necessarily role models for who they are, but instead for what they do, and how they have done it.

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Government Leadership Media Sales Training 87

Engage Selling

SEPTEMBER 21, 2011

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Engage Selling

SEPTEMBER 26, 2011

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SEPTEMBER 19, 2011

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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

SEPTEMBER 27, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. I Tweet, Therefore I Am! ~ It’s a Turn It Into Money Webinar. Gitomer | September 27, 2011 | Leave a Comment. Tweet Share Andy Horner, Chief Architect of Ace of Sales, and I are offering a webinar September 28th at 11 am and then again at 3 pm. I am challenging you to sign up for that webinar right now and find out all you need to know about Twitter.

Media 79

Media Leadership Sales Training Sales 79

Jeffrey Gitomer

SEPTEMBER 23, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Percentage of sales success. How low can you go? Gitomer | September 24, 2011 | Leave a Comment. Tweet Share Jeffrey, I have to make 50 cold calls a week.” “Why?” “My boss said I have to. Everyone has to.” “Why?” “Because we’re trying to make new contacts and more new sales.” “Is there a better way to do that than cold calls?

Sales Training 78

Sales Training Sales Leadership Media 78

Engage Selling

SEPTEMBER 14, 2011

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Jeffrey Gitomer

SEPTEMBER 9, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Truth and Profit Behind Your Service. Gitomer | September 9, 2011 | Leave a Comment. Tweet Share I’m in Las Vegas, where nine of the ten largest hotels in the world reside. Each hotel competes against the other for huge contracts. Business meetings. Conventions.

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Sales Training Profitability Sales Leadership 70

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

B2B

MTD Sales Training

SEPTEMBER 29, 2011

You are in a selling situation, closing and asking for the order. The prospect is objecting. You are dealing with the objections , negotiating. The situation is tense and volatile and there is a ton of money on the table. You have huge commission at stake and you need it badly. . Finally, the prospect agrees to the offer. The handshake ensues, the tension lifts and a sense of euphoria envelops you.

Banking 48

Banking Negotiation Sales Training Decision-making 48

MTD Sales Training

SEPTEMBER 28, 2011

Sales incentive contents can be a positive force to help motivate your sales people to new levels of productivity and loyalty. Alternatively, poorly constructed or inequitable sales challenges can result in anti-productive activity, resentment and rebellion. Below is a powerful idea for sales incentive programs that you can alter to fit your organisation, that will inspire your team and boost your sales revenue!

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Construction Sales Sales Management Sales Training 48

MTD Sales Training

SEPTEMBER 27, 2011

Hi there all, It’s MTD’s Marketing Manager Louise here, dropping in with another little snippet of life in the MTD office for you. And this week I have two little treats up my sleeve. Firstly I’d like to tell you about MTD’s newest (and littlest) recruit. Meet Livi, Sean’s youngest eselling® protégée! Livi’s mother Stephanie Keller has sent us in this lovely photo after finding little Livi – only 3 years-old – nose deep in Sean’s Amazon #1 Bestselling book eselling®, swotting up on h

Sales Training 48

Sales Training Negotiation Decision-making Media 48

MTD Sales Training

SEPTEMBER 26, 2011

Closing the sale while sitting across a desk or the dining room table from a married couple can be tricky. When one spouse is solely dominant and clearly makes the decisions, it’s not so bad. However, when they begin to use each other to stall and toss the ball between them, it can be very frustrating: Wife: “Well, what do YOU think?”.

Decision-making 48

Decision-making Sales Training Sales 48

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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.

Meetings

MTD Sales Training

SEPTEMBER 23, 2011

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle. Then, in Step II , you designed the individual sales stages. Now, let us look at what to do with this information and how the sales process will help you get better results from your sales activity and make more sales ! Let us use a hypothetical sales person whose sales process looks like this: Suspect Indefinite.

Negotiation 48

Negotiation Decision-making Sales CRM 48

MTD Sales Training

SEPTEMBER 22, 2011

You have made the sale. However, understand that you have not closed the sale; in fact, you have just opened it. Here are three best practices for after the sale performance that will help you cultivate deeper relationships and turn more one-time customers into long-time clients. #1 – Continue to Sell. What happens to your enthusiasm for your product or service once you close the sale?

Sales 48

Sales Account Management Sales Training Decision-making 48

MTD Sales Training

SEPTEMBER 21, 2011

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients. In the first step in creating your sales process, you determined the total length of time it should take to close the sale from start to finish, under optimum conditions. With a total allotted time line set for the entire sales cycle, the next step is to figure out each stage in the sales process.

Sales 48

Sales Negotiation Finance Sales Training 48

MTD Sales Training

SEPTEMBER 20, 2011

Hello again fellow e-sellers, I have another (highly exciting) snippet for you from the MTD Watercooler. Are you ready for it? Well, it is my great pleasure to inform you that MTD are now the sole distributer of eselling® training in the entire of Europe – how fantastic is that! Over the past few months the success of MTD’s MD Sean McPheat’s bestselling book eselling® has ballooned massively, after receiving rave reviews from readers following the book reaching the number one spot on Amazon R

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Sales Training Media Decision-making Sales 48

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

MTD Sales Training

SEPTEMBER 19, 2011

The Sales Process is your guide; your step-by-step road map to sales success. To reach any goal or objective with consistency, you need a plan. The Sales Process is your plan, your blue print on how to turn a lead into a prospect, motivate a prospect to become a customer and help a customer become a long-term client. The Sales Process is like a funnel, where in you will deposit as many “raw subjects” as possible in the top of the funnel.

Logistics 48

Logistics Finance Sales Sales Training 48

MTD Sales Training

SEPTEMBER 16, 2011

Finally, the prospect agrees to meet with you. However, he made it clear that you will have but 15 minutes for this fact-finding, discovery meeting. The door is open. You have an opportunity and you do not want to blow it. Below are four effective tips to help you make the most of that short sales interaction and turn this suspect into a true prospect. #1.

Sales Training 48

Sales Training Meetings Sales 48

MTD Sales Training

SEPTEMBER 15, 2011

Customer Relationships Management (CRM) is essential in today’s business environment. If you are still tracking customers and prospects via sticky notes, index cards or your trusty memory, you are a dinosaur in the new world. You must be able to do more than track sales and phone calls. You have to manage relationships. True CRM entails much more than simple contact management.

CRM 48

CRM Software Software Sales Training 48

MTD Sales Training

SEPTEMBER 14, 2011

When you hear the term “Zero Tolerance to Sales Management,” I would imagine your first thought is about having little or no patience for inept or slip-shod sales people. However, I am referring to the reverse. When talking about zero tolerance, I am speaking to sales managers who need to adapt to a policy of total responsibility. Total Responsibility.

Sales Management 48

Sales Management Management Sales Sales Training 48

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

MTD Sales Training

SEPTEMBER 14, 2011

Hi, this is Louise Denny and I work in the Communications and Marketing team here at MTD Sales Training. That’s me, right there! From time to time I’ll be reporting on any news from the “MTD Water Cooler” that may be of interest to you or any events that are happening here at MTD. We’ll start with last Thursday (8 th September), which played host to the first ever Synaxon UK Conference, in sunny Cheshire, where over 300 Synaxon members came together to meet, share their experience and lear

Sales Training 48

Sales Training Media Internet Retail 48

MTD Sales Training

SEPTEMBER 12, 2011

The sales person invests a ton of time and money getting the correct contact information. He then calls several times to reach the decision maker and works hard to get pass a tough gatekeeper screen. He overcomes several objections with the prospect and finally sets the appointment. However, now elated and a bit anxious that the prospect may change her mind; he rushes off the telephone, causing the prospect to experience immediate buyer’s remorse.

Decision-making 48

Decision-making Sales Training Meetings Sales 48

MTD Sales Training

SEPTEMBER 9, 2011

With the influx of social networking sites flooding the Internet, LinkedIn has emerged as the premiere resource for business professionals. Launched in 2003, LinkedIn reports to have more than 120 million registered members in over 200 countries worldwide. Business professionals around the globe use LinkedIn to establish a professional profile, reconnect with colleagues, share information and look for jobs or hire talented professionals.

B2B 48

B2B Internet Advertising Sales Training 48

MTD Sales Training

SEPTEMBER 8, 2011

Everyone in the business of selling wants to be the best in their field, earn a high-level income and have a rewarding career. However, most sales people do not take the steps necessary to achieve their career goals. Here is a tough question to ask yourself to determine if you are a true sales professional capable of making it to the top. How much time do you invest in education and training in your profession?

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Internet Sales Training Communication Sales 48

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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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