Jeffrey Gitomer

Measuring the ROI of social media? There’s a laugh, and a joke
Business Queens Courier Staff 4/15/2012 at 7:37AM

By Jeffrey Gitomer I got an (unsolicited) email offering a webinar to teach me about how to measure, and the importance of measuring, the ROI of social media. TOTAL JOKE. And a bad one at that. Social media, business social media, is running wild – with or without you. Your customers and prospective customers are [...]

Measuring the ROI of social media? There’s a laugh, and a joke
Business Queens Courier Staff 4/05/2012 at 4:30PM

By Jeffrey Gitomer I got an (unsolicited) email offering a webinar to teach me about how to measure, and the importance of measuring, the ROI of social media. TOTAL JOKE. And a bad one at that. Social media, business social media, is running wild – with or without you. Your customers and prospective customers are [...]

A celebration of consistency. A legacy of insight.
Business Queens Courier Staff 3/08/2012 at 3:13PM

By Jeffrey Gitomer This is the 20th anniversary of my first column. Sales Moves first appeared in the Charlotte Business Journal on March 23, 1992. The column was an instant success. It soon found its way to Dallas, Atlanta, Denver, Philadelphia, and a bunch of other cities. My column has appeared in more than 250 [...]

Are you a true believer or just a salesperson?
Blogs / Columnists / Voices Queens Courier Staff 3/01/2012 at 5:33PM

What do you believe in? What are your real beliefs? I’m asking you these questions so you can have a clearer picture as to why sales are made or lost. “Jeffrey, you don’t understand,” you whine. “Our customers are price buyers!” No Jackson, YOU don’t understand. You BELIEVE they’re price buyers, and until you change [...]

Why are you fighting with procurement and purchasing?
Business Queens Courier Staff 1/30/2012 at 1:13PM

BY JEFFREY GITOMER DISCLAIMER: The following article is a reality and a strategy, NOT defamation or a tactic. THE CONCEPT: Why purchasing and procurement departments should be avoided, and how to do it. THE REALITY: Purchasing and procurement are a way of life. YOUR REALITY: Your total lack of C-level relationships makes your life a [...]

Better than ‘goals’
Blogs / Columnists / Voices Queens Courier Staff 1/19/2012 at 4:51PM

I am sick of goals and goal experts. You know, the people that spam you around the first of the year proclaiming they are the ones who can “help you” get to the next level. They have the magic “goal achievement formula.” All you have to do to achieve your goals is pay the sender [...]

Getting training in order
Blogs / Columnists / Voices Queens Courier Staff 1/12/2012 at 5:43PM

Many companies are considering training programs for the New Year. New budgets. New needs. New opportunities. And most companies will concentrate on “it.” Whatever it is. More sales, a new product launch, customer service, internal operations, diversity, or whatever is “pressing.” All of that is wrong – or should I say, out of order. Before [...]

Getting training in order. The correct order.
Blogs / Columnists / Voices Queens Courier Staff 1/11/2012 at 10:33AM

By Jeffrey Gitomer Many companies are considering training programs for the new year. New budgets. New needs. New opportunities. And most companies will concentrate on “it.” Whatever it is — more sales, a new product launch, customer service, internal operations, diversity or whatever is “pressing.” All of that is wrong — or should I say, [...]

Salespeople have questions, Jeffrey has answers
Blogs / Columnists / Voices Queens Courier Staff 11/18/2011 at 4:11PM

I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most importantly, your sales thought process right now: Jeffrey, Your seminars and books have been highly therapeutic to me in my budding sales career, but [...]

What are you really asking of “your people?”
Blogs / Columnists / Voices Queens Courier Staff 11/03/2011 at 5:27PM

“I want my people to be accountable.” “I want our people to be MORE accountable.” “Our main issue this year is ‘accountability.’” Sound familiar? Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers and (of course) [...]