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 […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-07-14 06:14:022016-08-08 16:18:24Really, “close” the sale? Eh, no Sparky. It’s “earn” the sale.
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 […]
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 […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-07-07 06:13:232016-08-07 21:59:48The old way or the new way? It’s really not a choice anymore.
Question: What can I do about people who tell me they support my vision but I’ve heard through the grapevine that they are sabotaging me? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) These people are most likely, what I call ‘Termites.’ The term fits them well because they manage to smile and slide their […]
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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? Here are seven realities to get your thinking started: FIRST REALITY: Traditional selling is aggressive – telling, pitching, manipulating, and closing. This old-world approach to sales is over and has […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-06-30 06:03:062016-08-07 22:04:51You cannot ignore the present. It’s where your sales are!
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Your solution is the last thing a buyer needs. Literally. The sales model is a solution placement model. It does a fine job assessing needs, pitching, presenting, and placing solutions. Yet we close no more than 7% of prospects from first call, spend huge amounts of money creating presentations, sites, and marketing materials bring that […]
I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most important) your sales thought process right now. Jeffrey, Years ago I took your advice to get into Twitter for my business. What do […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-06-23 06:26:452016-08-08 16:28:07Salespeople have questions. Jeffrey has answers.
As an executive coach, I’ve worked with hundreds of people in all types of organizations. Each person has their own story, of course – a unique narrative that includes their skills, experience, strengths, weaknesses, and relationships. While every engagement is different, these people all have one thing in common; their boss always plays a central […]
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Question: There is SO much on my plate – how do I sort out priorities, recognize the blocks, and keep an open mind for possibilities? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) You might find that you are so focused on the ‘tasks’ at hand that the most important work is getting the short […]
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Really, “close” the sale? Eh, no Sparky. It’s “earn” the sale.
/in Marketing & Sales/by Jeffrey GitomerIt 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 […]
It’s The Consensus, Stupid*
/in Change Management, Marketing & Sales/by Sharon Drew MorgenBuying 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 […]
The old way or the new way? It’s really not a choice anymore.
/in Marketing & Sales/by Jeffrey GitomerMy 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 […]
The Advisor’s Corner – How do I deal with those who support me in public and sabotage me in private?
/in Practices for Professionals, The Advisor's Corner/by Roxi HewertsonQuestion: What can I do about people who tell me they support my vision but I’ve heard through the grapevine that they are sabotaging me? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) These people are most likely, what I call ‘Termites.’ The term fits them well because they manage to smile and slide their […]
You cannot ignore the present. It’s where your sales are!
/in Marketing & Sales/by Jeffrey GitomerMy 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? Here are seven realities to get your thinking started: FIRST REALITY: Traditional selling is aggressive – telling, pitching, manipulating, and closing. This old-world approach to sales is over and has […]
Customer Retention: Stop Rolling the Dice
/in Customer Relationship Management, Marketing & Sales/by StrategyDrivenBanking on a steady stream of new business can be like gambling away your future.
Help Buyers Buy: Facilitate The Buy Path, Then Sell
/in Change Management, Marketing & Sales/by Sharon Drew MorgenYour solution is the last thing a buyer needs. Literally. The sales model is a solution placement model. It does a fine job assessing needs, pitching, presenting, and placing solutions. Yet we close no more than 7% of prospects from first call, spend huge amounts of money creating presentations, sites, and marketing materials bring that […]
Salespeople have questions. Jeffrey has answers.
/in Marketing & Sales/by Jeffrey GitomerI get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most important) your sales thought process right now. Jeffrey, Years ago I took your advice to get into Twitter for my business. What do […]
Do You Know What Your Boss Wants From You?
/in Management & Leadership, Practices for Professionals/by Steve ArnesonAs an executive coach, I’ve worked with hundreds of people in all types of organizations. Each person has their own story, of course – a unique narrative that includes their skills, experience, strengths, weaknesses, and relationships. While every engagement is different, these people all have one thing in common; their boss always plays a central […]
The Advisor’s Corner – How do I deal with so much on my plate?
/in Practices for Professionals, Professional Development, The Advisor's Corner/by Roxi HewertsonQuestion: There is SO much on my plate – how do I sort out priorities, recognize the blocks, and keep an open mind for possibilities? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) You might find that you are so focused on the ‘tasks’ at hand that the most important work is getting the short […]