Jeffrey Gitomer

MAY 27, 2011

Filed Under: Attitude , Leadership , My Books Tagged With: attitude training , business social media , corporate sales training , customer loyalty training , gitomer , Jeffrey gitomer , jefrrey gitomer , overcoming objections , sales management training , sales training. Sales Management. Sales Videos.

Leadership 126

Leadership Sales Media Sales Training 126

SBI Growth

JUNE 18, 2013

15 Competencies for Sales Rep Promotion. They honed them down to those attributes that are most pertinent to aspiring sales managers/leaders. Download the Sales Leader Competency Profile and start sharpening your skills. Manage all partners without strife. Demonstrating results in a variety of sales environments 4.

Decision-making 112

Decision-making Sales Environment Sales Management Leadership 112

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. Prep for, research, and personalize every sales call.

Sales Management 145

Sales Management Sales Environment Sales Leadership Sales 145

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level.

Sales Management 40

Sales Management Management Sales Leadership 40

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?". Bonus Points: CRM Adoption.

Onboarding 130

Onboarding CRM Suppliers Sales Environment 130

Upland

MARCH 13, 2023

Too Much Time is Sunk into the Wrong Forecasts Sales managers spend up to 10% of their workweek drawing up often inaccurate forecasts. The reality of today’s highly competitive sales environment means that our relationships and connections are our most critical success factor. It’s a big blind spot to have.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

RAIN Group

APRIL 19, 2023

How is the current state of the sales environment impacting sales organizations? Which sales and enablement issues are most challenging for leaders to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved?

Sales Environment 87

Sales Environment Sales Organization Sales Management 87

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Sales Environment 59

Sales Environment Sales Sales Training Sales Management 59

SalesPop

MARCH 25, 2021

We might discover that a sales manager spends 2 hours every week preparing a report for their management board and the C-level of their company. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again. Relationships are also developed over time.

Account Management 98

Account Management Management B2B Advertising 98

The Center for Sales Strategy

JULY 9, 2018

I was recently working with a group of sales managers on helping their sales teams develop more high-potential accounts. One sales manager looked at me inquisitively and questioned, "The rats out their head?" One sales manager looked at me inquisitively and questioned, "The rats out their head?"

Sales Environment 56

Sales Environment Sales Management Management Sales 56

Hubspot Sales

MAY 25, 2018

But there are few sales experts writing about how to better execute the day-to-day basics, the fundamentals. Talking about sales call structure may not be sexy, but it has never been more needed, especially as sales managers are spending less time in the field coaching people. Sales Management. Not at all.

Publishing 112

Publishing Decision-making Sales Management Sales Environment 112

Zendesk

JANUARY 24, 2022

It doesn’t matter whether or not they have sales experience—sales resume objectives help potential hires explain how they plan on using their skillset in a high-stakes sales environment. Sales candidates can’t just paint a rosy picture of the future, though. Sales skills. Sales manager resume.

Sales 98

Sales Acquisition Sales Management Leadership 98

Hubspot Sales

JUNE 24, 2019

Here is a general sales call evaluation outline that works for most sales environments: Pros: Allows for immediate reinforcement, both during and immediately following the call. Provides managers with specific context around the call for a more informed coaching session. 1:1 Peer Coaching.

Artificial Intelligence 107

Artificial Intelligence Sales Sales Environment Management 107

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). Figure out where the issue lies.

Sales 137

Sales Leadership Communication Meetings 137

Hubspot Sales

OCTOBER 4, 2017

Neglecting to use LinkedIn to research clients is not a viable option in today’s sales environment. 11) Describe your ideal sales manager. Asking a candidate to describe their ideal manager shows you how autonomous they are, how they approach working relationships, and how they overcome challenges.

Sales 145

Sales Media Communication Organization 145

Hubspot Sales

SEPTEMBER 26, 2018

Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture. As the sales manager or leader, your strategy for getting better can’t be having your reps smile and dial. Most sales professionals want to push their products. How do they do it?

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

Mike Kunkle

MARCH 31, 2023

Sales competencies are essential for any sales professional, regardless of the specific methodology they use or the process they follow. For sales managers , I believe it’s helpful to have a basic understanding and to at least know the difference between process, methodology, and competencies.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Zendesk

FEBRUARY 22, 2022

Hiring managers also want to ensure their investment in an individual is worthwhile. They like it when a candidate can potentially shift into a sales management role in the future. So if you’re looking to become a sales manager , it’s invaluable to develop your leadership skills and gain experience managing or mentoring people.

Sales 98

Sales Negotiation Telecommunications B2B 98

Hubspot Sales

APRIL 5, 2018

I was auditing Mark Roberge ’s Harvard Business School class recently, and he recapped the current state of the sales environment. As a mentor, and as a sales manager, the first time I showed my team how I prepared for calls, they looked at me like I had six heads. Learn about open-ended questions and active listening.

B2C 111

B2C B2B Sales Environment Software 111

Nutshell

JUNE 20, 2019

By now you hopefully have an idea of what pay structure you’re best suited to start in, but what about the actual sales environment? Outside sales. For a beginner to be good in sales, it is crucial to be guided and trained by another great salesman,” says Shawn Lim, a Sales Manager with M&P International Freights.

Retail 112

Retail Healthcare B2C Sales 112

Miller Heiman Group

MAY 2, 2019

Simply put, sales organizations that choose a clear methodology and get their salesforce to adopt that methodology outperform their competition. Yet, in our current fast-paced sales environment, even methodology alone is not enough to drive success.

Sales Technology 74

Sales Technology Sales Analytics Sales Environment Organization 74

PandaDoc

DECEMBER 13, 2018

Not only is gamification popular, it’s a proven and effective sales performance booster. 71% of sales managers said when they implemented it amongst their sales team they saw an 11% to 50% improvement in sales performance. In this post, we’ll share ways you can gamify your sales process to increase your revenue.

Sales 83

Sales Onboarding Sales Environment Meetings 83

Miller Heiman Group

JANUARY 29, 2019

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way.

Organization 64

Organization Onboarding Sales Sales Technology 64

Sales Readiness Group

MAY 8, 2018

I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results.

Sales Environment 48

Sales Environment Sales Organization Management 48

Hubspot Sales

JULY 27, 2023

Companies have access to AI tools to support their sales efforts. In this post, you'll learn how AI can power your sales enablement strategy. Table of Contents What is sales enablement? This further complicates the training process and makes it hard for sales managers to build rapport with their staff.

Sales 98

Sales CRM Communication Sales Environment 98

Brooks Group

JUNE 27, 2024

While most sales managers believe in the importance of “attitude,” they often ignore it during the screening process. Knowing that experience and job skills aren’t the whole story, many well-intentioned sales managers use a comprehensive interview process and a personality test to try to get more insight.

Sales Training 52

Sales Training Sales Environment Sales Management Organization 52

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell.

Sales 118

Sales Decision-making Negotiation Advertising 118

Chally

MARCH 4, 2021

Sales leaders were forced to shift to digital and remote client engagement early in the pandemic and the shift to virtual client engagement is here to stay. Globally, the majority of sales leaders have a positive view of this new, virtual sales environment for engaging clients.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

Nutshell

SEPTEMBER 17, 2020

Pretending That Sales Is a Solo Sport. Finally, old-school sales environments were all about competition. It was a ruthless atmosphere that pitted sales people against each other—often in unhealthy and unproductive ways. But modern sales should be a team sport, not a free-for-all between a collection of “lone wolves.”.

Sales 71

Sales Decision-making Sales Environment Publishing 71

Showpad

NOVEMBER 24, 2020

Your sales agents should have achievable benchmarks, purposeful workflows and appropriate incentives to improve their own performance. In other words, sales managers and directors should have new protocols in place that are clearly different and objectively better than previous iterations.

Sales 52

Sales Sales Environment Software Software 52

SBI

OCTOBER 10, 2019

And have you made that strategy easy for your salespeople to learn, and for sales managers to coach? Define your customer segments, value proposition, and sales strategy. Train your sales managers and make sure that they can coach well. Do you see the behaviors you need to be effective? Stop it, please.

Value Proposition 39

Value Proposition Sales CRM Decision-making 39

Hubspot Sales

OCTOBER 5, 2017

Closed-lost: When the buyer fails to purchase a product or service from the sales rep. Closing ratio: Ratio of prospects that a sales rep closes and wins. Sales Prospecting Techniques. One of HubSpot's sales managers uses Gmail labels to visualize his prospects in the sales funnel. Why aren’t you interested?

Sales 145

Sales Decision-making Prioritization Media 145

SBI

JANUARY 21, 2014

But it’s easy to see that the decision-making process a prospect goes through, and our own attempt at persuading them to make a decision in our favor, is a lot more complicated than we (and our sales managers) often acknowledge. If you want to learn the 3 step process to make that happen, pick up Switch and read it today.

Decision-making 54

Decision-making Sales Sales Environment Leadership 54

PandaDoc

SEPTEMBER 17, 2024

At its core, Salesforce is a CRM tool designed to help your sales team capture and store customer information. The wide range of flexibility and customization means that sales managers have a huge amount of flexibility when determining how data is captured and what data is important. 5 Capterra Rating: 4.7/5

Sales 98

Sales CRM Software Software 98

Arpedio

JANUARY 4, 2024

Notably, in B2B sales environments, which are often characterized by complex dealings and a multitude of stakeholders, the implementation of astute B2B sales techniques is not just beneficial but essential for sustainable success.

Sales 52

Sales B2B Decision-making CRM 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Here, let’s examine some tips to build better relationships in account planning: Know Your Clients All sales organizations qualify prospects. As sales environments shift, so do organizations. This includes knowing their organization, industry, and ability to pay. In account planning, this process must continue.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

Onboarding 40

Onboarding Sales Meetings Sales Environment 40