Jeffrey Gitomer explains the keys to an opening line that will keep your prospect on the phone LONG enough to actually make a close.
Our guest this week is Morgan Ingram, host of The SDR Chronicles, a Youtube show all about the joys and challenge of being a Sales Development Rep. He walks us through what an SDR is and what it isn’t. The challenges that most SDRs face daily and his tips for battling them.
PLUS! It’s our Halloween special. Jen and Jeffrey reveal the absolute scariest thing you can hear on a sales call and discuss sales-themed costume ideas.
Subscribe to The SDR Chronicles: https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA
Follow Morgan on twitter: https://twitter.com/morganjingram
On today's show…
4:00 - The scariest thing you can hear on a sales call
14:40 - What exactly IS an SDR?
25:00 - Morgan reveals the biggest challenges for SDRs and his advice on overcoming them.
27:30 - Where does Morgan get his mental toughness?
33:00 - Motivation vs. Inspiration: nuance or semantics?
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Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
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Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
It's easy to use the coming holiday season as an EXCUSE for low numbers. You might not be selling, but customers are buying. Will you be there to help your customer?
PLUS! It's not just the devil that's in the details...it's often the difference between a signed contract and a missed sale.
Our guest this week is Brian Bachofner, Chief Marketing Officer of MapAnything, a geo-productivity platform in Salesforce that helps sales, service, and marketing teams increase revenue and boost productivity.
Brian is tired of seeing sales departments and marketing departments putting on an off-Broadway rendition of West Side Story. As the world of marketing has changed it’s brought it closer than ever to the world of sales. Find out why you should consider ending your war on marketing and start utilizing them to make more sales.
On today's show...
2:00 - Tips to close out your 4th quarter STRONG
8:05 - Marketing went from an art to a science. How does that affect the alignment with sales?
12:50 - “I think we overemphasize engagement...with content”
19:00 - How does Brian get his people ready to use social media to improve marketing AND sales?
25:30 - Jeffrey and Jen redefine content marketing so that it will actually WORK for you.
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Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Short and sweet, sales red meat. Lookout for these Sell or Die extra mini-episodes throughout the month.
Have you actually thought about what a cold call is? I bet you haven't. Examine what you THINK a cold call should be, and let Jeffrey explain what a cold call SHOULD be.
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Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Jeff Bajorek, founder of Parabola Consulting, LLC and author of a new ebook Rethink the Way You Sell.
Jeff says that too often, there is a focus on the minutiae of selling, the tactics and techniques, without a proper understanding of the underlying principles that support them. This discussion delves into those principles, his book and how you can apply it to your sales philosophy to win more sales.
Find Jeff: Jeffbajorek.com
On today's show...
2:00 - Jeffrey and Jen give you tips on how to capitalize on your travel time.
12:30 - How to maintain a personalized connection through digital media
21:30 - Jeff reveals how Jeffrey was influential in his decision to branch out on his own
29:00 - How Jeff burst past his toughest gatekeeper
32:00 - A lesson in “why they didn’t buy” and why that’s so important
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Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Peter Getchell, Business Development Executive at KnowledgeLink, an innovative online learning platform. He’s here to chat with us about the value and future of online learning. If you’ve ever thought about implementing simple online learning for your sales team, this is the podcast for you.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
2:00 - Co-promotion builds your business
4:00 - How people are using "ego bait" to get your brand the attention it deserves
14:30 - What keeps Peter interested in eLearning?
15:45 - What kinds of things should people look for in a training program?
20:40 - Trends in viewing training on mobile and concerns over data
10:58 - How has training changed over the past 10 years?
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Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Joe Apfelbaum, speaker, author, motivator, CEO of Ajax Union, a New York marketing company. He’s back again to talk about the biggest issues facing people who are OR want to be entrepreneurs.
Ajax Union: https://www.ajaxunion.com/
Joe Apflebaum: http://www.joeapfelbaum.com/
This episode is brought to you by, Owler. Every morning, Owler sends you the most relevant news about the companies you follow, so you can effortlessly catch up with updates in your industry in a matter of minutes. Visit Owler.com today and sign up for free!
On today's show...
9:00 - Are you ready for the next level of success?
10:45 - Seven-figure breakthroughs in your life
11:15 - Thriving vs. Surviving
12:00 - Joe discovers the entrepreneurial spirit
17:00 - The difference between perceived fear and real fear
20:00 - The biggest issue for most entrepreneurs
21:20 - How to control the present
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Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Noah Kagan, Chief Sumo at Sumo.com. Noah was employee #30 at Facebook, #4 at Mint and has since created four multi-million dollar businesses.
His latest obsession is Sumo.com (free marketing tools for small businesses to become big). He founded AppSumo.com (daily deals for entrepreneurs) and has a popular podcast on business, Noah Kagan Presents.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
4:45 - Battling price objection with value and testimonials
14:30 - Noah Kagan “If you ever have a chance to be a part of something that’s just working, do whatever it takes to be a part of it.”
18:55 - Noah tells us what it’s like to get fired from Facebook and lose a bunch of money
22:00 - Noah Kagan “The businesses I’ve started that have gone on to make 8-figures...it’s only been solving problems I’ve wanted solved.”
26:50 - AppSumo's article on Tony Robbins' marketing strategy
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
1:16 - Jeffrey Gitomer joins Mike Pici, Director of Sales at HubSpot, for their Inbound Sales Day
9:42 - Why Jeffrey reads the 1-star reviews
16:30 - How to overcome the "bad experience last time" barrier
22:50 - Is there a difference between selling a product vs. a service?
26:34 - What happens when you're in a situation you're not prepared for?
32:00 - HubSpot developer and inbound sales expert Jon Pavoni joins for a lead-gen and content creation talk you can't miss.
33:10 - People consume content differently, how can you take advantage of that?
36:00 - Could Hubspot automation work for your marketing needs?
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Other helpful places…
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Gamification isn't coming...it's here. Companies all over the world are incorporating game mechanics into training, production and even the product or service itself. The industry is worth $2 billion and growing fast. Our guest this week is Sam Caucci, CEO of one of the top gamification companies in the world, 1Huddle. He breaks down why gamification works and where training is going in the next decade.
Peter James is a former Navy Seal turned Senior Vice President. It's not hard to imagine that a lot of the values and lessons he learned from his experience as a Seal carried over into his new career. You don't have to go through basic training to pick up the tips, strategies and amazing sales and life advice Peter has for us today.
2:00 - Jeffrey and Jen have a message, "Flying stinks...GET OVER IT!"
7:45 - Peter James on the most important thing he learned as a Navy Seal
14:42 - "If everyone can hit the number, it's probably not that impressive."
18:18 - Identifying sales greatness
27:30 - Peter's biggest regret turns into his greatest lesson.
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Other helpful places…
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Karen Salmansohn, author of Think Happy and Enough, Dammit joins us to discuss the secrets to maintaining a positive attitude in any environment.
4:40 - Can you become instantly happy?
7:05 - Is happiness innate or learned?
8:50 - Techniques to beat a bad day
12:00 - Wisdom out of the mouth of babes
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Other helpful places…
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Jeff Bajorek (Parabola Consulting and host of The Why and The Buy podcast) joins us to talk to us about a subject that's near and dear to his heart...golf. It's not just a game, for many it's a sales tool. Learn about the right way to use a game of golf for sales and things you can learn from the game that you can take with you into any sale...anywhere.
Jeff is hosting his own sales and golf event which you can learn more about and sign up for here:
http://salesandgolf.com/sales-training-and-golf/bandon-dunes-sales-golf-experience/
Today’s guest is award winning blogger, bestselling author and international speaker Tony J. Hughes. He’s here to give you tips on building and maintaining a healthy sales pipeline. PLUS, we discuss the big difference between a sales problem and a sales symptom.
Andrew Sherman is a lawyer, professor and the Author of The Crisis of Disengagement. We discuss how one employee can destroy an entire office culture and what sales managers can do about it.
Sales management is difficult but vital to the operation of any sales staff. If you aren't practicing the best management techniques you could see your staff's morale and closing rate fall through the floor. Listen to our tips and advice from sales management expert Glenn Mattson help get you in the right gear.
Are tradeshows even worth the hassle and expense anymore? Our guest this week is Erin Gargan, founder of Socialite, a marketing agency that specializes in social media. She consults with companies to ensure that they maximize earnings from tradeshows and other large events. We discuss how to prepare, execute and follow up on your next tradeshow.
You’ve just had a million dollar idea…but you don’t have a million dollars. What do you do after your a-ha moment? Guest marketing experts Joe Apfelbaum and Natalie Kathleen join to discuss the steps you need to take to take an idea out into the street and turn it into money!