Jeffrey Gitomer

Salespeople have questions. Jeffrey has answers.

Questions from salespeople: Jeffrey, As you suggest, my company is going to start filming client video testimonials. There will be some clients we would not invite to give a testimonial due to their less than stellar reputation in our community. What is the diplomatic response to such clients if they ask, “How come you didn’t […]

How to Unleash Breakthrough Thinking in Business

In today’s rapidly changing and exceedingly competitive business environment, it is imperative to continually uncover new and innovative ways to stay ahead of the curve and, most importantly, not get left behind. To outperform the competition, breakthrough thinking is mission critical—the kind of out-of-the-box ideation that expands horizons and provokes epiphanies. It is about the […]

The Advisor’s Corner – Leadership 101: 7 Key Reminders

Question: I was just promoted into a role where I now supervise other people for the first time, so what do I have to keep in mind? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) The basics of leading well have not changed since the beginning of human time, and are not likely to do […]

Do you have the next generation of leaders you need?

Anxiety is high among organizational leaders that as vital as a new generation of leaders is, many do not feel ready to promote talent. In a recent survey by Korn Ferry, only 39 percent of those surveyed believed their organizations had the right talent to succeed in today’s changing global environment. One third did not […]

Jeffrey Gitomer

The NEW TRUTH about closing the sale.

Every salesperson is looking for the fastest way, the best way, and the easiest way to ‘close’ a sale. More than human nature, for salespeople, closing the sale is both a desire and a need. And the results are totally measurable. Either you win, or you lose. There is no second place in sales. Many […]

7 Ways to Build Muscle and Teamwork in the Office

We often spend more than a third of each day at the office. That’s a lot of time to often be sitting at a desk or in front of a computer. It’s to our advantage to make those hours more active not only for our health, but for our professional life, too. Even simple activities […]

StrategyDriven Advisors Corner Article

The Advisor’s Corner – ‘Strategic Action’ is better than just a Plan

Question: My boss wants a strategic plan next month. It’s a really short window and I don’t know where to start. Any ideas? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) Just saying the words, “We need a strategic plan,” often elicits a groan and eye rolls. This is the response because most strategic plans […]

Jeffrey Gitomer

Really, “close” the sale? Eh, no Sparky. It’s “earn” the sale.

It never ceases to amaze me how many people still ask me, “What’s the best way to close a sale?” Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales. It’s not a technique. It’s not a manipulation. It’s not something that you wait until the end of […]

Sharon Drew Morgen

It’s The Consensus, Stupid*

Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as they seek to solve a business problem. One of the first things they […]

Jeffrey Gitomer

The old way or the new way? It’s really not a choice anymore.

My sales perspective flies in the face of traditional selling. And it’s not just a disruption – it’s the new way of sales. What’s your perspective? Last week (in part one) I discussed the worthlessness of the old way of selling – everything from cold calling and finding the pain to overcoming objections and closing […]