Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Too many salespeople think the art of selling is homogenous.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Zoominfo

AUGUST 31, 2020

It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’. An (admittedly) oversimplified explanation of GPT-3 is as follows: a language processing tool that can do everything from creating poetry, writing code, or answering questions about the world.

Data 179

Data B2B Industry Engineering 179

Sales Hacker

JUNE 17, 2021

When your SDRs are at optimal performance, it drives improvement throughout the sales process. Account executives have a pipeline full of warm leads ready to close, leaders find forecasting easier, and your prospects enjoy interacting with you. Let’s discuss two ways you can make your SDR team more productive: Hiring an SDR manager.

Top of Funnel 93

Top of Funnel Hiring Promotion Funnel 93

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. We started discounting the little things.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Partners in Excellence

JULY 3, 2020

Proudly, they said they were data driven and bragged about the dashboards they used to manage the business. They asked me to look at the dashboards to provide recommendations about what they might be doing. Dashboards and data are meaningless unless you use them! “How did you see that? We never realized this!

Sales Qualified Lead 166

Sales Qualified Lead Report Territories Pipeline 166

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Territories 130

Territories Hoovers Decision Maker Ideal Customer Profile 130

SBI Growth

NOVEMBER 30, 2013

But depending on your company’s holiday policy, you may have as few as 15. How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year’s Guide here. It’s a concise guide to our best articles about managing this time of year. They are relevant.

Policies 303

Policies Incentives Incentive Channels 303

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. While you are there, check out the contest for Top Salesperson - perhaps you can nominate someone that works for you.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

The Pipeline

AUGUST 14, 2018

A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair. It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales. – – – – – Yeah, that’s what I said too. By Tibor Shanto.

Face-to-face 188

Face-to-face Lead Rank Lead Scoring Call-back 188

SBI Growth

JUNE 12, 2013

It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? I think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You have 16 items on my priority list.

Hiring 331

Hiring Ideal Customer Profile Social Media Commission 331

Sales and Marketing Management

MAY 8, 2019

Simply put, to be part of an event, you physically had to be there. If you had the time and the budget to travel to the destination, great, but if you weren’t in the room, you most likely missed out. What sessions will you capture? Now, it’s changing the way we plan, host, and attend events.

Video 316

Video Strategy Maximizer ROI 316

SalesLoft

FEBRUARY 9, 2024

So how do you sell to someone who literally is their business? And how do you do that in a cost effective way? You can’t hire a thousand new sellers to call into accounts with low revenue potential, but not calling into them leaves that money on the table. What do SMB buyers want from you?

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

Zoominfo

NOVEMBER 1, 2022

Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ ability to make the most of their market opportunities.

Hiring 100

Hiring Intent Data Intent Scale 100

The Pipeline

JUNE 30, 2014

But tomorrow will not be a happy day for many businesses, sales people and sales organizations. CASL will impact small and medium businesses, the very group Harper’s Conservatives claim to champion, legitimate Canadian businesses and their sales organizations. More paper wasted, and I am not a tree hugger, but I do pay taxes.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

Sales Hacker

OCTOBER 7, 2020

But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team? It’s a tough job, but when the time comes, somebody has to do it. The key when it comes to cuts is to ensure you’re careful about what , who , and how you cut. Start Small.

Hiring 103

Hiring Salary Margin Compensation 103

Highspot

NOVEMBER 1, 2022

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Strategy 52

Strategy Hiring Sales Methodology Sales Enablement 52

InsideSales.com

SEPTEMBER 18, 2020

Not too long ago, my wife scheduled a doctor’s appointment for me to discuss stress and depression. . My wife recognized I hadn’t been in tip-top shape for more than just a while. My wife recognized I hadn’t been in tip-top shape for more than just a while. Sales can exacerbate the stress. WHAT IS XANT DOING.

Exercises 98

Exercises Networking Research Positioning 98

SBI Growth

APRIL 17, 2013

You may have a team with talent and strong capabilities or you may have dinosaurs. Despite what you inherit, your #1 goal entering the organization is to drive results. How do the best in class marketing leaders drive results with their current team? Here’s what the best do. Nothing more, nothing less.”.

Marketing 297

Marketing Social Media Sales Qualified Lead Hiring 297

Gong.io

DECEMBER 10, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. How many DMs do you have? If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Sales leaders in every one-on-one? You guessed it. .

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

Vengreso

JANUARY 21, 2021

The average tenure of a sales leader is 18 months. And while there are many reasons why VPs of Sales don’t last long in their jobs, one strong reason (according to my guest) is the lack of a model for success. My guest in this episode is Phil Harrell , VP, Group Director Sales Research at Forrester.

Lead Rank 127

Lead Rank B2C Quota B2B 127

Partners in Excellence

AUGUST 22, 2019

Too often, as executives look to improve sales performance, they look to doing something new or different. Any of these can improve sales performance, but the come with their costs. Since these represent major changes, the change management process and time involved in solidifying changes can be very long.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Highspot

MARCH 30, 2021

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Strategy 69

Strategy Hiring Sales Methodology Sales Enablement 69

Vengreso

NOVEMBER 2, 2021

The sales culture at your company determines your organizational success. Especially true when it comes to mastering the art of modern sales and driving the sales team to engage with today’s modern buyer. What is Sales Culture? What is Sales Culture? Now, doesn’t that sound a bit like great sales culture?

Hiring 84

Hiring Promotion Ideal Customer Profile Coaching 84

Salesmate

AUGUST 18, 2020

Are you one of them too? The sales podcast offers a wealth of information that can help you level up your sales game. These podcasts can help you in improving your sales approach and conversion rate. All you need to do is invest a little time listening to sales podcasts by various experts.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

Sales Hacker Training

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. What’s So Important About Sales Onboarding? So tune in….

Hiring 109

Hiring Outsourcing Services Sales Methodology System 109

Allego

OCTOBER 4, 2022

If you’re like me, you use LinkedIn primarily when you’re looking for a job. I’m in and out in 15 minutes tops. The Power of Personalization in Sales. If you can customize your buyer engagement , content, and messaging people will respond much more positively than if you take a one-size-fits-all approach.

Sales Process 62

Sales Process Hiring How To Video 62

Nutshell

JUNE 22, 2020

Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. What do these stats tell us? What Is SMS Sales?

B2B 123

B2B Closing Campaigns Follow-up 123

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Data 78

Data Hiring Guidelines Lead Rank 78

LeadFuze

JANUARY 1, 2022

What Do Sales Development Representatives Do and How Much Do They Earn? What Is a Sales Development Representative? Prospecting for new clients is a major responsibility of sales development representatives. The SDR job description is to generate leads and move them through the sales pipeline.

Ideal Customer Profile 69

Ideal Customer Profile Social Media Research Banking 69

Partners in Excellence

SEPTEMBER 26, 2018

They are very gracious in sharing their research with me—Thank you! I was just reading their newly released 2018-2019 Sales Performance Report. The Performance Levels represent the “bell curve” of sales organizational performance. There are a few striking things in this data that cause me to reflect.

Sales Management 77

Sales Management Hiring Quota Comparison 77

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. It’s your opening line, your verbal business card, and the first thing your customer will hear when you call or meet with them. How to Create the Perfect Sales Pitch. The Sales Pitch Framework.

Examples 143

Examples Distribution Video SalesForce 143

Hubspot Sales

DECEMBER 26, 2017

And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. So if you’re an SDR, here are the top five skills to focus on gaining or honing. They do need to be comfortable on screen.

Hubspot 143

Hubspot Lead Rank Call-back Sales Qualified Lead 143

Bigtincan

NOVEMBER 10, 2021

Too many retail brands are still using antiquated learning methods in their retail training, leading to sales associates not retaining information. Why do they keep using this method? Why do they keep using this method? Retail is renowned for its barrage of requests, demands, and messages to sales associates.

Retail 98

Retail Tools Training Survey 98

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. How do they do it? Sales Stats for Prospecting. Yes, yes, you did.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Partners in Excellence

MARCH 17, 2022

Spoiler alert, this is a trick question, but probably not in the sense that you might think. There were several things fascinating about the discussion. First is the observation of the myopic focus too many have on “activity.” We know the more things we do in a period of time, we are more efficient.

Channels 73

Channels Social Media Maximizer Conversion 73

InsideSales.com

NOVEMBER 27, 2019

Learn call planning best practices from Jeff Boyle of Cision and find out why you should never skip this part of the sales call process. RELATED: How To Optimize Your Sales Process Top To Bottom. Is 15 Minutes Enough for Sales Call Planning? How Your Pre-Call Preparation Benefits the Sales Process.

Decision Maker 58

Decision Maker How To Inside Sales Face-to-face 58