Jeffrey Gitomer

NOVEMBER 15, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 20.5 Attitude Gems For You To Read And Study. Gitomer | November 15, 2011 | Leave a Comment. Tweet Share Here are 20.5 attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process: 1.

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MTD Sales Training

NOVEMBER 4, 2011

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. .

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Sales Training Sales 121

Engage Selling

NOVEMBER 30, 2011

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SBI

NOVEMBER 8, 2011

Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.

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Sales Management

Sales Gravy

NOVEMBER 29, 2011

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Jeffrey Gitomer

NOVEMBER 17, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 23.5 Characteristics of Trusted and Trustworthy People. Gitomer | November 17, 2011 | Leave a Comment. Tweet Share From my personal life experiences, here are 23.5 characteristics that I have discovered in other people that have led me to trust them: 1. To get trust, first give trust. 2.

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Media Leadership Sales Training Sales Management 118

MTD Sales Training

NOVEMBER 1, 2011

I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events. Peter Bowen is an industry expert and panel member at the Event Supplier and Service Association.

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Suppliers Sales Training Media Meetings 116

MTD Sales Training

NOVEMBER 18, 2011

Just how much of selling success is luck? Some will say that selling has absolutely nothing to do with luck; instead it is all a matter of skill. Others however, will maintain that, of course there is some element of luck involved in selling. While still some sales professionals (as I have noted on this site ) define luck as L abour U nder C orrect K nowledge.

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Sales Training Meetings Sales Management 112

Jeffrey Gitomer

NOVEMBER 22, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Team or Family? Gitomer | November 22, 2011 | Leave a Comment. Tweet Share Whenever I ask a leader how many people are in their group, they will respond with a number and the word team. “I have 17 people on my team.” Sometimes they will say, “I am responsible for a team of 21.” I always like when a leader includes the word responsible in any statement because it indicates their thinking

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Insurance Sales Leadership Media 111

MTD Sales Training

NOVEMBER 14, 2011

Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer , those challenges have multiplied. Along with those obstacles, the amount of cold calling advice that floods the industry has grown has well. In the recent post, “The 3 Worst Cold Calling Tips Ever,” I highlighted the three worst cold calling tips out there.

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Sales Training Sales 106

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 3, 2011

The sales interaction went well. The prospect seems very interested, and you cannot see any objections. However, you also cannot see any urgency, as the prospect feels they can wait. You offer a price discount as an inducement, but still the prospect sees no reason to buy TODAY. Below is a powerful and effective way to create a sense of urgency in your sales interactions. .

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Sales Sales Training 101

MTD Sales Training

NOVEMBER 16, 2011

In the wake of the cold calling revolution (or devolution, whichever way you want to look at it), we see a ton of advice and tips on making outgoing telephone prospecting calls. Sales professionals the world over know that their cold calling skills must continue to advance to keep pace with today’s modern and educated buyer. . However, often the value and significance of the incoming call is overlooked.

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Profitability Sales Training Sales Management 100

MTD Sales Training

NOVEMBER 2, 2011

Cold calling presents a ton of challenges to sales professionals at every level and in every industry. Therefore, there are a plethora of tips, tricks and magical scripts to help sales people overcome objections, get though GK screens and close sales or set appointments. However, out of this excess of advice, there are three so-called gems that are extremely misleading and can be counterproductive or even detrimental to your telephone selling success. #1: Don’t Take It Personally.

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Sales Training Sales 99

MTD Sales Training

NOVEMBER 23, 2011

You probably know already that I often speak and write about the evolution of the modern-day buyer. . However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional. . #1: Today’s Sales Professional is a True Believer.

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e-Learning Sales CRM Profitability 99

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

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MTD Sales Training

NOVEMBER 21, 2011

You may have heard people say things like, “Today’s 50 is the new 40…,” in that someone 50 years old today, due to a more active and healthy lifestyle, is more considered a person of only 40 years of age now, as compared to a few decades ago. Well, today’s 50 may be the new 40, and 40 may be the new 30. However, my concern is that today’s Warm Call is the New Cold Call!

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Internet Decision-making Sales Training Sales 97

MTD Sales Training

NOVEMBER 28, 2011

Let’s face it: Today nearly every successful sales process has to include some kind of email correspondence between buyer and seller. Somewhere along the line, the sales person will have to contact the prospect via electronic or other virtual means and most often, it will be in the form of email, even if it’s to thank the prospect for meeting them.

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Communication Meetings Sales Training Sales 94

MTD Sales Training

NOVEMBER 25, 2011

You can always find much discussion on how to hire top sales people and how to recognise and find people who can be top producers. However, when is it time to give up, admit your mistake and let a sales person go? Other than unacceptable performance, dishonesty or blatant unprofessional behaviour, is there a time when you need to fire a sales person?

Logistics 93

Logistics Sales Sales Training Sales Management 93

MTD Sales Training

NOVEMBER 10, 2011

Finding and hiring good people is a challenge in any industry. However, identifying and hiring people who can become top sales producers is a monumental feat few have been able to achieve with any level of consistency. However, I have found that this one test, this short role-playing scenario, can help you identify people who have all of the necessary traits that make top producers.

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Sales Sales Training Meetings Sales Management 91

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Meetings

MTD Sales Training

NOVEMBER 8, 2011

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile – but recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.

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Internet Media Decision-making Advertising 89

Jeffrey Gitomer

NOVEMBER 1, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What are you learning? How are you learning? Gitomer | November 1, 2011 | Leave a Comment. Tweet Share How are you taking advantage of your knowledge? I have been a student of sales since November 11, 1971. I was listening (via the brand new voice technology called the “cassette tape”) to a guy named Jay Douglas Edwards, who uttered the sales tip, “If the customer says, ‘Do these come in gree

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Sales Leadership Media Sales Training 88

MTD Sales Training

NOVEMBER 11, 2011

Hiring the right sales people is a difficult task and this little role playing scenario will help. Keep in mind that this is not to be used as the only deciding factor in your hiring choice. We also recommend that you test (with assessments and also during the interview) for competencies, skills, attitude and ability. This is just a useful exercise to test their current mindset and how they currently handle resistence - it’s just a tool that can help you gain a deeper insight into the sa

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Sales Negotiation Sales Training Meetings 88

MTD Sales Training

NOVEMBER 7, 2011

You have finally closed that big one! You have been working on that sale for a long time and no one believed that you could close it, but you did. However, now you look up and see your pipeline is empty. You are short on leads, prospects, appointments, everything. When your pipeline runs dry, it’s like being stranded on the beach and up to your ankles in troubled waters. .

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Decision-making Sales Training Meetings Sales 87

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

NOVEMBER 22, 2011

In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call. In that sense, the traditional cold call is becoming a thing of the past. . However, I also pointed out that the ensuing first telephone call to the prospect, while a bit warmer than in the past, still offers similar sales challenges like the cold call.

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Decision-making Sales Training Communication Sales 86

MTD Sales Training

NOVEMBER 9, 2011

How do you handle the prospect that is afraid of everything and everybody? You know the person I’m talking about. That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. . First, I’ll offer some tips to help you better recognise the Paranoid Prospect (PP), followed by three effective ways to handle them. Three Traits of the Paranoid Prospect. 1.

Decision-making 85

Decision-making Sales Training Sales 85

MTD Sales Training

NOVEMBER 29, 2011

Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ. November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it was about time MTD had our very own sales event…and what an event it was!

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Negotiation Internet Media Sales Training 83

Engage Selling

NOVEMBER 7, 2011

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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 23, 2011

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Engage Selling

NOVEMBER 14, 2011

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Engage Selling

NOVEMBER 28, 2011

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Jeffrey Gitomer

NOVEMBER 8, 2011

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Do You Have Your Mackay MBA? I Do! Gitomer | November 8, 2011 | Leave a Comment. Tweet Share I read Swim with the Sharks Without Being Eaten Alive by Harvey Mackay in 1992. It was a life-changing, and career-changing, book for me, and millions of other readers (hopefully you).

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