MTD Sales Training
MARCH 8, 2012
While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call.
Jeffrey Gitomer
MARCH 7, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Make More Sales By Avoiding These Common Blunders. Gitomer | March 7, 2012 | Leave a Comment. Tweet Share I’m about to share common mistakes that salespeople make. You make them, too. I am listing as many as possible so you can pick out the ones that apply to you specifically.
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Engage Selling
MARCH 23, 2012
Take today’s sales quiz and see how sales savvy you are!
SBI
MARCH 13, 2012
I am a genuine, bon-a-fide, card-carrying numbers freak. Not a statistician, but certainly a fanatic bordering on the extreme when it comes to breaking things down to the lowest possible level, or searching for the most common denominator. The word ‘denominator’ literally means the number of parts that comprise the whole, and the whole, certainly means the big picture.
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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 Gravy
MARCH 29, 2012
Some people are more married to their grudge (it gives them a reason to live) than they are to resolving it.
MTD Sales Training
MARCH 19, 2012
As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However, in motivating the team, it is easy to overlook the individual sales person. After a [.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 9, 2012
We have all heard the phrases; an order taker or a sales person. However, what does that mean and what is the difference between the two? Take a look at this analogy… The Eagle and the Vulture The difference between a professional sales person and an order taker is similar to the difference between a [.
MTD Sales Training
MARCH 23, 2012
“I want to think about…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you [.
MTD Sales Training
MARCH 12, 2012
Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart. However, with all of the millions of tips out there, [.
MTD Sales Training
MARCH 16, 2012
You ask for the order and the prospect does not accept. Is the prospect objecting, stalling or is there a condition that is preventing the sale? I know these terms are familiar, but I don’t believe most sales people understand the differences between these three no-sale responses. However, understanding the difference will allow you to [.
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
MARCH 14, 2012
I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However, [.
MTD Sales Training
MARCH 26, 2012
Some people do not accept change very easily, especially when it means more work and effort. However, change is inevitable, and under good, forward-looking management, it is usually a good thing. Below are three tips to help you take some of the sting out of introducing positive change to the sales team. #1 – More Money [.
MTD Sales Training
MARCH 29, 2012
Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off [.
MTD Sales Training
MARCH 5, 2012
Closing the BIG sale, the huge month or even year changing opportunity, is a great thing. However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal. Please don’t misunderstand me. I am an advocate of going after and securing the huge career-making client. Yet, you must be careful not to develop a “tunnel-vision” focusing ONLY on such prospects.
Advertiser: ZoomInfo
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MTD Sales Training
MARCH 30, 2012
Providing unparalleled customer service, and after the-sale service, in today’s marketplace, is essential in maintaining customer loyalty. Today’s modern and educated buyer demands more for less, and is always aware of alternative options, including alternative vendors and competitive offers. Check it Out Following are three mission critical points for providing good customer service.
MTD Sales Training
MARCH 15, 2012
The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds like you are talking to a totally different person. Suddenly, the prospect became defensive and [.
MTD Sales Training
MARCH 1, 2012
Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections , but let’s face it; if prospects did not object, you probably would not have a job.
MTD Sales Training
MARCH 21, 2012
After a recent visit to a trade show, I felt I had to point out a few of quick thoughts that we all need to keep in mind. I am going to make this short and sweet and not going to give you too much, because that is the problem—TOO MUCH! #1 – Too Much [.
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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.
MTD Sales Training
MARCH 2, 2012
It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could have done better. The questions go through your head: 1. Was my discovery period good enough? 2. Did I uncover the problems? 3. Did I do a good sales presentation?
MTD Sales Training
MARCH 28, 2012
In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service, value, or even reputation and is only concerned with, “How much?” Even if you give [.
MTD Sales Training
MARCH 6, 2012
As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different! This week I have been doing some research into a new LinkedIn application called Company Buzz, to find out if the hype around the new feature is valid and how you can really use it as a legitimate business tool.
Engage Selling
MARCH 19, 2012
Three steps to help you to better meet the unique needs of every customer or prospect. “How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems. There is no such thing as a perfect sales cycle, or a perfect sales process that you can either build or replicate and unleash on your entire market.
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.
Jeffrey Gitomer
MARCH 26, 2012
Tweet At every seminar I give, I ask my audience, “How many of you would like to write a book?” The majority of the audience raises their hand. And I follow on by stating, “Keep your hand up if you already have the first chapter written.” Almost every hand goes down. One or two hands out of a thousand will remain up. Seems as though there’s a big difference between wanting and doing.
Jeffrey Gitomer
MARCH 15, 2012
Tweet Here are my top 10.5 philosophies and strategies for writing: 1. Love what you’re writing about. I’m passionate about my subjects of expertise. The more passionate you are, the better writer you will be. 2. Have a world-class expertise about what you’re writing about. Your life experiences will dictate the depth of your writing capability – the more, the deeper. 3.
Engage Selling
MARCH 28, 2012
The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog. Greenfield Services is the premier demand generation consultancy in North America dedicated to two main markets: hospitality & meeting industry suppliers such as hotels, resorts, conference venues and destination marketing organizations, and membership-based, professional & trade associations.I encourage you to visit their blog regularly, attend their webinars and en
Engage Selling
MARCH 26, 2012
I spoke to a start up company today. The company is less than 6 months in business and one sales rep was hired originally in marketing. She was moved to sales last month because the founder felt she was good at building rapport.The other rep was hired in sales last month. No sales have been made to date. They expect: 100 outbound calls a day. Sales closed from cold call to contract signed in 5 days.
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.
Engage Selling
MARCH 30, 2012
Take a stab at today’s sales quiz to test your sales savvy!
Engage Selling
MARCH 21, 2012
Looking back on February I am officially dubbing it professional development month! I was on the road almost every week this month, delivering workshops. The one week off from client work I spent in professional development of my own in Miami. If I’m going to teach, I’m going to be a student after all. I love it when our clients are active like this working on their sales skills.
Jeffrey Gitomer
MARCH 28, 2012
Tweet Will you be in town to make it to my next upcoming event? You won’t want to miss these: To learn more about the events and to RSVP, click here.
Jeffrey Gitomer
MARCH 3, 2012
Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Join Me in Raleigh, NC on March 8 & 9. Gitomer | March 4, 2012 | Leave a Comment. Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition.
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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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